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Program Description |
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Title |
Sales
Negotiation Techniques |
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Description |
Successful
selling requires effective negotiation skills. Life is a constant
process of Negotiation with friends and family, when
shopping and at work. Regardless of your occupation you will be
involved in negotiation. If you are customer facing then
negotiation skills are that much more critical. Effective
negotiation skills can be developed so that they become second
nature.
The
course helps you to increase your negotiation skills by having a
better understanding of your own behavioural style and that of the
person you are negotiating with. |
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Objectives |
On
completion of the workshop participants will:
- Have refreshed
their selling skills
- Have an
understanding of their basic behavioural characteristics
- Have an
understanding of a model through which to look at the
behaviour of their customers.
- Negotiate
through a sales situation using the stages rehearsed
- Utilise
appropriate negotiation techniques as practised
- Negotiate more
confidently in a conflict situation
- Know when to
discontinue negotiations and to say ‘NO’
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Key
Content |
- Negotiation
defined ‘What do we negotiate about’
- DISC personal
profile analysis
- The structure of
negotiation - the stages involved, techniques and methods,
questions to ask, dealing with objections/ confrontations and
achieving win/win
- Putting
strategies into practice
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Audience |
Customer facing
staff with a focus on selling who:
- Sell and buy
products and services
- Negotiate
inter-departmental agreements
- Negotiate within
the department such as in team meetings
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Attendees |
Maximum of 12
participants recommended.
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Delivery Style |
Syndicate group
work, brainstorming and role-plays.
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Duration |
1-2 days subject
to specific client requirement
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Resources |
- Room large
enough to accommodate the team members at a round table
- Overhead
projector, flipchart and whiteboard
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