Corporate Sales Management Excellence: Advance Negotiation Skills (Long-Term Course)

Course Content

  • Introduction to professional selling:
  • Professional selling introduction
  • Professional selling skill set and mind set
  • The perfect sales person – Activity
  • The professional selling skill set
  • Controlling a conversation
  • Using the power of questions
  • The OPEN question selling technique
  • A sales management primer
  • What is your job?
  • Sales Manager versus Salesman
  • Manage information skilfully
  • Know the full range and strength of your power
  • Satisfy customer needs over wants
  • Concede according to plan
  • What kind of a negotiator are you?
  • Negotiation skills self-assessment and best practice
  • How to establish roles and responsibilities for both parties
  • How to identify and set objectives for both buyer and seller
  • How to push other managers to cooperate with youDoes the ERP system strengthen the company’s competitive position ? How might it erode the company’s
  • competitive position ?
  • Does the ERP system strengthen the company’s competitive position ? How might it erode the company’s
  • competitive position ?

 

 

What you will learn

  • Position your product/service advantageously
  • Set high targets
  • Negotiate from a position of partnership, not competition
  • Deal more effectively and profitably with price objections
  • Identify and practice successful business negotiating skills
  • Identify strengths and weaknesses as a business negotiator
  • Understand different types of buyer behavior
  • Learn to recognize negotiating tactics and stances
  • Be able to apply a new and proven structure to business negotiations
  • Identify and adapt for different behavioral styles
  • Be alert to unconscious (non-verbal) communication
  • Prepare and present a proposal at a final business negotiation stage
  • Project confidence and exercise assertiveness in business negotiation situations

 

Requirements & who can attend

This powerful and practical course is suitable for sales professionals at all levels. It allows the more  experienced and successful a chance to further develop and refine their skills and knowledge when negotiating, whilst giving the less experienced vital foundation skills and practical short-cuts.

 

Learn by doing

  • Understand what is needed to have both the right skill set and mind set to sell.
  • Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
  • Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
  • Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.

 

Course at a Glance

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