A one-day workshop
Successfully closing a sale and negotiating the best outcome for the business is a key skill for all salespeople, and often an area that is overlooked. Investing in this skill will have a positive impact on interactions with customers, both new and existing, and lead to improved sales performance. Whilst understanding how to reach a conclusion with a customer faster means increased efficiency and more time to invest in sourcing new business.
We have developed this programme to be practical, fun and interactive. Participants will learn proven techniques for influencing, persuading and negotiating with clients, gain increased confidence and clarity when reviewing contract terms and prices, and understand how to structure and manage sales negotiation and contract review meetings.
- Learn a structured and proven approach to the negotiation of contract terms
- Apply the key principles of negotiation, playing the person and the problem
- Create a contract negotiation strategy – from opening to close
- Recognize and put to use proven negotiation tactics and techniques
- Learn how to embrace conflict positively - to ‘say no, then negotiate’
- Plan and prepare for any commercial negotiation conversations
- Understand the stages of negotiation and how to move through them
Expert trainer
Graham specialises in providing high-quality consultancy, coaching and training in sales and business development, sales management, customer service and personal productivity. Over the last twenty years he has personally trained or coached over 30,000 business professionals. He is a member of the International Institute of Coaching and a qualified NLP Master Trainer.
Session outline
1. Closing and negotiating from a position of personal power
- The eight steps of a sales or commercial negotiation
- Ten ways to resist price pressure
- How to draw on sources of power when you have less authority
- The six principles of influence and persuasion and how to use them
2. Effective negotiation – planning and theory
- How to plan and structure your negotiation for a successful and quick conclusion
- Influence: knowing how to 'push or pull' to win an argument
- Achieving a BATNA – a range of practical skills and techniques
- Case study: planning for a client negotiation around contract or price issues
3. Effective closing and negotiation – practice and reality
- Higher-level questioning techniques to investigate and solve problems
- Listening to lead – active listening and structuring your conversation
- The most common ‘unforced’ negotiation mistakes and errors
- Case study: setting objectives, sources of value, trading concessions
4. Sales negotiation tactics and playing the game
- How high – how hard – how soon; why now
- How to identify hidden or perceived currencies and values
- How to use these to establish a higher base price
- Negotiation best-practice checklist and summary
