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Introduction:
This programme looks at selling and negotiating, identifying the differences and examining the various strategies and tactics that a sales negotiator will employ to secure the best possible deal for his or her company. An advanced version of this programme is available providing an ideal opportunity for the more experienced sales executive to augment their existing skills.
Aim:
To increase the amount of business successfully gained
Participants:
Suitable for those with little formal sales training or who are looking to refresh and extend their current sales approach. This course will bring each delegate's sales skills up-to-date.
Objectives:
By the end of the course participants will be able to:
- Plan their approach
- Gain access
- Ask probing questions
- Sell the benefits
- Handling objections
- Close the deal
Content:
Customer needs and motivations
- The skills of selling
- Ways of winning more business
- Improving individual communication skills
- The importance of building the right image
- Establishing value for money
- Putting price in perspective
- Practical negotiating exercise
- Negotiating styles
- Qualities found in negotiation
- Differences between selling and negotiation
- The essential skills of negotiation
- Financial considerations
- Some legal aspects of negotiation
- Making it hard for competitors
- Negotiating solutions to complaints
- Time management
Style:
This course is highly participative with all delegates expected to play a full part in all the exercises including role-playing.
Duration:
The course lasts for one day.
Note:
This course will be a valuable learning experience for all participants. The Advanced level is designed for the Manager, Senior Salesperson or Key Account Executive
Dates and Times
Delivered on demand at client's venue
09.30 - 16.30 or times to suit
In-House delivery
Our in-house course fee is £950 + VAT for up to 12 candidates. We will agree any other charges (room hire, trainer's travel costs, catering etc) with you before you make your booking.
Other Selling Workshops
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