Sales and Negotiation

Increase sales, improve margins and build long-term relationships with customers

Overview

This workshop will help the participants to develop the sales negotiation skills needed to successfully conclude more sales negotiations, improve existing relationships with clients, whilst maintaining and enhancing achieved margins. The workshop will also help participants to overcome common objections through the use of a sales/client problem solving approach, which is also designed to enhance cross-selling opportunities.

The workshop takes a practical, 'hands on' approach to ensure that all participants get the opportunity to practice new skills that can be applied immediately on return to the desk. Learning is enhanced through games and role plays to create a fun environment, whilst simulating real job negotiation situations.

Learning Outcomes

On completion of the workshop, participants will be able to:

• Explain the pro's and con's of Positional Bargaining
• Use Problem-Solving negotiation methods to successfully conclude more sales negotiations
• Use sales/client Problem Solving techniques to enhance cross-selling opportunities
• Identify the main obstacles/objections to a satisfactory negotiated outcome, and be able to overcome them using a simple 5 step method
• Understand the clients BATNA (Best Alternative To a Negotiated Solution), and to use this within a simple negotiating framework
• Make simple, structured preparations for any sales negotiation
• Understand the importance of "mental state" in a sales negotiation, and have some simple tools that can be used in a practical daily way
• Understand the success cycle and how this can help tap more individual potential
• Recognise dirty tricks and disarm them easily
• Conduct a "prepared for" real life client negotiation (back at the desk) that has been practised in a Role Play with colleagues