Strategic Sales Negotiation For Profit

Date : 19/03/2020 - 20/03/2020
Time : 9:00 am - 5:00 pm
Location : The HUB @ Jaya One, PJ-old

Contact Person : Esther Yong
Email : inquiry@knowledgehub-asia.com
Mobile : +012-2662728
Office Tel : +603-7622 0578
Normal Rate : MYR 0.00
Promotion Rate : Contact us for discounted rate.

Introduction

Discover how to influence customer and improve your profits! Regain the seller’s advantage over today’s more sophisticated purchaser with the help of this strategic sales negotiation training. Learn the tools, techniques and savvy sales negotiation tactics that enable you to influence your buyer’s perception of cost, value and benefits. Close the sale by maintaining a flexible position that successfully counters your buyer’s negotiating moves.

Course Objectives

• An understanding on how to influence others in a positive way
• An understanding on how to cope with difficult behavior patterns
• Team Building and conflict resolution
• How to establish clear communication across lines of authority
• Assess your strengths to establish a firm negotiating position
• Response skills when faced with opposition
• Establish your credibility with the buyer
• Gain customers’ loyalty by understanding their needs
• Anticipate the buyer’s ploys, tactics and counter-tactics
• Analyze your position and your opponent’s – power positions and apply proven methods to improve your position
• Improve your sales margins and closing ratios
• Increase the business from existing accounts

Course Outline

PREPARATION

• Who are the negotiations? Limit of Authority. When to negotiate?
• AIM – needs of the negotiation.
• ASK – what is required?
• Different styles to suit different situations
• Knowing yourself and your style
• Understand the different types and sources of power you can use to gain advantage
• Preparing all the issues – your bargaining chips

RELATIONSHIP BUILDING

• Understand the opponent/client
• Categorize negotiators as Relaters, Socializers, Thinkers and Directors
• Structuring questions to gain information and determining positions.
• Controlling communication and behaviors
• Listen to response and do tag-ons
• Eliminate indecisive language to strengthen position

OPENING BARGAINING

• Planning your Opening – setting the stage
• Time is everything – your opening moves
• Propping Yourself
• Understand what’s on the table – RIM
• Preparing alternative approaches for other stages in the process
• Risk assessment and “what if……” scenarios

BARGAINING

• Questions – Handling Techniques and Skills
• Active listening and the power of silence
• Coping strategies for tactics and manipulations – “Avoid the traps”
• Matching the right strategies to suit your situation
• Handling difficult negotiators
• Tango – making offers and courter offers
• When to make a concession and when to hold on or pullback

END WITH COMMITMENT

• Close the deal
• Closing Techniques – Prompting Action, Assumptive and Summarizing
• Dealing with a delayed closing
• Managing and meeting the deadline

Methodology

The workshop will be highly participative, delegates taking an active role throughout. Instructional techniques will be varied, primarily: facilitator input and group discussion, syndicate work, developing case studies, scenario thinking, , observed role plays ( one to one and group negotiation) with feedback, case analysis in business contexts and video discussion.

The negotiation process is conducted based on PROBE. You will learn how to PROBE before, during and after a sales negotiation. PROBE will enable you to achieve the outcome you desire and more.

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