Negotiation for sales course
Negotiate For Success
training
Course on techniques for developing and strengthening integrative negotiation skills
The Challenge
How do we maximize the value of negotiated outcomes, while keeping both parties satisfied?
Even in the most favourable sales situations, seemingly irreconcilable differences can arise between the seller and the customer.
A customer-centred approach requires a negotiation style based on the productive development of mutually beneficial solutions.
Training Summary
A practical course on integrative negotiation techniques, with a focus on developing and strengthening negotiation skills utilizing a consistent process
Who should attend?
Main audience:
- Salespeople regardless of hierarchical level
- Sales managers
- Key account managers
- Team leaders
- Area representatives
- CEOs
- Entrepreneurs
Secondary audience:
- Procurement, Purchasing staff
- Sales support and administration staff
- Marketing department employees
What do participants get?
By the end of this course, you will:
- Be better at identifying situations where negotiation is necessary
- Learn new negotiation tools that will help you increase your chances of success
- Understand how to strengthen your negotiating arguments
- Understand the steps in a negotiation process and how to use a structured negotiation process
- Learn how to conduct a negotiation discussion to achieve your objectives
- Discover ways to resolve differences
- Naturally identify the negotiating tricks used by your interlocutor
- Understand how to construct the negotiation plan as a key tool in win-win negotiation
- Gain the confidence needed to be a successful negotiator
Trainers
Adrian Badea
Senior Trainer, Consultant
Certified trainer with experience in sales, management and human resources. Adrian is constantly concerned with refining how to influence others through conscious communication.
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling and developing solutions for sales teams. Marian is the author of the value model and the Selling Preference Profile (SPP-1) tool.
Negotiate for success course agenda
- Negotiation context, When do we negotiate, Success factors in negotiation
- The value model in negotiation, Categories of risks, Negotiating the complete product
- Negotiation styles: Integrative vs Distributive
- Negotiation process: Preparing to negotiate, Opening, Exploration, Analyzing differences and testing alternatives, Decision, Closing
- Transition from position to interest
- Strategies for resolving differences
- Formulating and using a negotiation plan
- Verbal agreements, Building value, Differentiators from competition
- Dirty Tricks and recognizing them
- One-way negotiation
Value-centred selling, Solution-centred negotiation
Once the value of the solution has been uncovered and accepted by the client, negotiation is a chance to maximize this value by formulating creative win-win solutions by intervening on the conditions under which agreement can be reached.
Advantages for you
Specific vocabulary
Learn the specific terms of negotiations
Reduced stress
Reduces frustration for those involved in negotiation and maintains collaborative relationships with clients
Lower durations
Shorten the overall length of the negotiation process
Superior results
Increase margin sales and improve negotiated terms
Registration
We offer price options for individual participation and for groups.
For groups of more than 10 participants variable discount is included for courses dedicated to your organization.
PrIce per participant
1-9 participants
For individual participation or groups of up to 9 participants
price per group
10-15 participants
Fixed price for groups of 10 to 15 participants
*All prices are VAT Exclusive
Customized training
Dedicated sessions
Dedicated sessions are available for a minimum of 8 participants.
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Registration – Negotiate for Succes
Are you wondering if it’s time to offer this training to your sales team, or do you have colleagues who are interested and would like to organize an online course for your company?
Send us an email at training@axioma-solutions.co.uk
Are you looking for something different?
If this isn’t exactly what you’re after, let us know, and we’ll develop a tailored solution for you. Access our contact information here.