Sales negotiation skills are not as easy as it looks. It requires a lot of practice and expert guidance. This programme provides participants with the structure and process to develop their sales negotiation ability using real cases. The course will challenge you to identify your own strengths and weaknesses and make improvements in your sales negotiation approach at every stage of the selling process.
Objectives
- Increase your self-confidence and develop a positive attitude towards selling by considering the needs of your clients and addressing those needs
- Assess and improve your selling and communication techniques, so you’ll be competitive in the market
- Learn to convert objections into sales opportunities
- Improve your sales planning and pre-sales preparation
- Achieve win-win sales and customer relationships, increased call and presentation effectiveness, and improved company image and market position
Key Topics
- Buying motivation
- Customer-satisfaction selling and value-added selling
- Improving customer relationships and sales interaction skills
- Listening and matching customers’ needs and styles
- Improving persuasiveness and reducing buying resistance
- Probing and confirming customers’ needs & decision criteria
- Selling benefits to satisfy identified requirements
- Overcoming objections and resistance
- How to open and trade for concessions and maximise gains
- Resolving customer problems