Overview

This two-day sales negotiation course covers maximising profit and positive relationships
You will learn to evaluate buyers’ true positions and seek out underlying business drivers

Topics include shifting negotiation towards a focus on solutions rather than price alone

After this course you will be able to:

  • Secure collaborative win-win results.
  • Develop a negotiation strategy that supports rapport building and assertive conversations.
  • Understand and demonstrate the 6 steps to negotiation.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Understand and demonstrate how to create value in your proposals that don’t only focus on price.
  • Strategise and prioritise your concessions and their trade value.
  • Understand the role of procurement/purchasing and how to develop a rapport with limited contact.
  • Identify and demonstrate how to negotiate via written communication only.
  • Be able to calmly work through client objections to maneuver through deadlocks.
  • Get past deadlocks and achieve profitable agreements.

 

Who should attend?

Suitable for salespeople and others who negotiate with customers in a sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.

Learning outcomes

  • Secure collaborative win-win results.
  • Develop a negotiation strategy that supports rapport building and assertive conversations.
  • Understand and demonstrate the 6 steps to negotiation.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Understand and demonstrate how to create value in your proposals that don’t only focus on price.
  • Strategise and prioritise your concessions and their trade value.
  • Understand the role of procurement/purchasing and how to develop a rapport with limited contact.
  • Identify and demonstrate how to negotiate via written communication only.
  • Be able to calmly work through client objections to maneuver through deadlocks.
  • Get past deadlocks and achieve profitable agreements.

Course Outline

Module 1: Planning your Negotiating Strategy

  • Win-Win collaborative negotiation – what does this mean for you?
  • How to plan and prepare for a successful negotiation.
  • Negotiation styles – identifying the different styles and their outcomes.
  • Creative use of concessions to reduce price discounting while maintaining mutual value.
  • Calculating and using your “No Deal Below”

Module 2: How to negotiate creatively

  • How to avoid weakening your position
  • Giving and getting concessions

Module 3: Building Rapport – The buyer as a person

  • Understanding human behaviour and mindsets
  • Procurement – getting them on side
  • How to listen for what’s NOT being said
  • Verbal and non-verbal communication – controlling yours and reading theirs.
  • Assertive body language and written communication
  • Understanding what part of your proposal isn’t suitable if declined

Module 4: Tactics and Techniques

  • Techniques for opening and developing negotiations
  • Rapport building – reducing barriers
  • Identifying the negotiating games people play
  • Recognising negotiation tactics and how to bring the conversation back to a collaborative negotiation
  • Assessing and redressing the balance of power

Module 5: Personal Development

  • Recognising developmental areas; building on your strengths
  • Committing yourself to change on return to the workplace
  • Maintaining your motivation levels and boosting your drive
ISOC trainers

Training staff include

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