Customers are more informed than ever; they know exactly what they want and how to negotiate professionally with their suppliers.
The three factors mentioned above require the salesperson, in addition to being able to sell the value of their products and solutions, to also be capable of achieving mutually beneficial negotiated agreements.
Is selling the same as negotiating? No, they are different situations, although they may occur in the same meeting. The sale typically precedes the negotiation. The client has different expectations, and the salesperson should be able to recognize them and adjust the technical approach of their management.
This commercial negotiation workshop will develop the salesperson’s skills to distinguish when to sell and when to negotiate, and how to structure that negotiation phase, which is often part of the sales process.
Learn to develop the interpersonal skills necessary to successfully handle negotiations with clients and purchasing departments.
Table of contents of this course:
- Negotiating with adversaries or based on principles.
- Preparing for the negotiation with the client.
- Negotiation strategies in sales.
- Controlling the negotiation climate in sales.
- Body language and meta-language.
- Making and obtaining concessions from the client.
- Setting criteria for solution search.
- Analyzing profitability of operations and clients.
- Proposing solutions to the client.
- Reaching agreements when negotiating with the client.
- Negotiating with expert negotiators and professional buyers.
- Counter-tactics for expert negotiators.
- Action plan.
Methodology
In-person: The deductive training methodology “Learning by doing” will be used, where participants not only acquire new knowledge but also practice it in the classroom. Additionally, case studies, questionnaires, movie scenes, assignments, group discussions, and role plays will be utilized.
Online: The training courses in online format are developed using the Flipped Training methodology, which combines live sessions with a specialist trainer via webinar, with situation analysis, discussions, and group work carried out by participants both individually and collectively. Its compact format allows for maximum utilization of the sessions and compatibility with professional obligations, ensuring a quick transfer of the knowledge learned to the workplace.
Target Audience
- Salespeople, Key Accounts, commercial managers, Inside Sales, customer service, customer support.
- New hires.
- Professionals who want or need to update their professional performance.
- Professionals who are about to be or have been promoted to a new position or responsibility.ç
- Professionals without prior specific training.