This 2 day practical program explores the skills utilized by successful sales professional when negotiating. It helps sales professionals get to Yes and getting the right terms. Prospects and customers are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie. This program equips you with powerful sales negotiation and influencing techniques and strategies.
By the end of the session, participants would understand principles of sales negotiation that they can use to create a competitive edge for themselves and their companies.
They would be able to prepare, plan, develop and execute appropriate strategies in business negotiation and transaction.
You will …..
Go thru the key account management roadmap
Learn the S.U.S.U. model
Identify key players in a complex buying situation
Learn how to prepare for sales negotiations;
Capitalize on the power of benefits;
Learn how to apply negotiation strategies in various situations;
Know all about money in negotiations;
Be able to place and give concessions;
Know how to use variables in negotiating;
Be aware of negotiation games other people play on you;
Learn to use countering tactics in negotiations;
Know how to use the perception of power when negotiating;
Learn how to be credible in the eyes of the other party;
Know how to close a sale.
This program will use the technique of "tell - show - involve" interactive where participants will be given an explanation or a short talk appropriate to the topic. It is followed by examples through statistical models have outstanding individual or organization, video shows and the like. Then, it ends with the appropriate activities (individually or collectively) that enable participants to apply the knowledge and experience in the workplace.