Sales Negotiation Course

For experienced sales people who want to improve their negotiation skills and operate at a senior level in their client organisations.

This sales negotiation course is for businesses and individuals who want to learn to negotiate effectively and maintain a strong ongoing relationship with the other party.

Course objectives

By the end of the two-day course, delegates will have:

• Learnt how negotiation fits into the sales/purchase process and how to handle the price objection effectively, to either remove the need to negotiate, or to create a more advantageous foundation from which to negotiate.
• Understood different styles of negotiation and how they can negotiate constructively with colleagues, suppliers and customers.
• Applied the principles of effective negotiation and the five stages within their practise negotiation conversations.
• Clearly identified their objectives, entry and exit points and tradeables within a negotiation discussion that they may have with a customer.
• Enhanced their communication and interpersonal skills to build and maintain rapport and achieve a win-win outcome through negotiation.
• Practised tested negotiation strategies
• Understood the principles of effective negotiation, including the five stages of negotiating.

Course methods

The course will be delivered in a highly engaging and interactive way, focused on the specific needs of the participants and the organisation.

• The trainer will introduce the sales negotiations process and the underlying skills and techniques
• There will be lots of individual and small group exercises to practise sales negotiation skills and techniques
• Each participant will have the opportunity to practise at least two negotiations with another party

See course overview

Day One

Welcome

• Course objectives and outline for the day
• Introductions

Negotiating and Selling

• Negotiation as part of the sales process
• Handling the price objection
• What is negotiation?
• Negotiation exercise

Golden rules of negotiating

• Stages/process
• Environment/pre-requisites

Planning sales negotiations – stage 1

• Objectives – seller and buyer
• Tradeables – seller and buyer
• Entry and exit points
• Negotiations planner
• Introduction to case study

Communication skills refresher

• Listening
• Questioning
• Body language

Negotiation discussions – stage 2

• Testing assumptions
• Identifying and exchanging information
• Application and practise using case study

Day Two

Rapport and relationships

• Co-operation activity
• Rapport
• Practise

Proposing – stage 3

• Techniques and skills to advance the sales negotiation
• Language
• Application using case study

Behaviours, beliefs and emotions in sales negotiations

• Constructive beliefs for negotiating
• Managing our emotions

Assertive communication

• Introduction to assertiveness
• Assertive behaviour – words, voice & body language

Bargaining and settling – stages 4 and 5

• Moving to definite proposals
• Settling – reaching agreement and setting action plans
• Applying to the case study

Negotiation strategy and tactics

• BATNA
• Techniques that buyers use and how to respond
• Tips, tactics and tools

Applying the learning and next steps

• Review of learning and action planning
• Course feedback

Check pricing

• Basic Sales Skills
• Communication Skills
• Intermediate Sales Skills
• NLP Sales