Overview

This course is specially designed to help your sales professionals create more profitable relationships with buyers. Negotiations skills are a crucial skill needed to conclude successful sales, more importantly a higher profit sales. This course provides a systematic framework that helps you to see through the complexity of the sales and achieve consistent results. Once you are clear with your steps, it is very unlikely you will make careless mistakes or control by the other party.

Duration

2 Days

Who Should Attend

This workshop is designed for Sales Professional who organization profits are heavily rely on the sales person negotiation ability and wish achieve consistent results from the negotiation table.

Objectives

By the end of the session, you would be able to:

  • Appreciate the importance of negotiation in protecting the company profits
  • Discover your negotiation attitudes to adapt to the styles or approaches that best fit you
  • Identify the objectives and variables that influence a negotiation
  • Know ways to obtain information of the customer and estimates the customer’s requirement based on the information
  • Formulate negotiation plan to smoothen the negotiation process
  • Apply a proven framework to conduct a successful negotiation
  • Handle different types of negotiation styles and situations
  • Gain control in negotiation by recognizing negotiation tactics used to gain an advantage over the customers
  • Be aware of unethical negotiation tactics and respond appropriately
  • Build your confidence in meeting with future negotiation opportunities
  • Extend your professional skills and add your career value

Course Outlines

The Importance of Negotiation in Sales

  • The need of ‘Win-Win’ solution in today market
  • Sales Ability Vs. Negotiating Ability
  • Consistency Vs. Inconsistency
  • The cost of inconsistency

Diagnose Your Negotiation Problems

  • Assess your negotiation attitudes & conflict resolution styles
  • The characteristics of successful negotiator

Principles of Negotiation in Sales

  • Principles of negotiating with customers
  • Understand the buyer’s motivation
  • Knowing when to negotiate
  • Understand the sales negotiation process

Establish Your Negotiation Terms of Agreement

  • Identify negotiation objectives and requirements
  • Determine variables
  • Recognize strengths and weaknesses.

Get to Know the Other Party & Formulate the Game Plan

  • Gather information of the customer
  • Profile your customer using DISC model
  • Estimate the customer requirements
  • Set ideal agreement
  • Plan the negotiation environment and agenda

Conducting the Negotiation

  • Use Communication and Listening Skills to Set the Tone and Control the Negotiations
  • Recognize the different negotiation styles and ways to handle it
  • Gain control with difficult customer
  • How to respond to various types of unethical tactics or negotiation ‘traps’

Training Alone is Not Enough

  • Develop your action plan and apply what you have learned in the real world.

Inhouse Training Framework - ADDIE Model

In GIN, we will work with you to modify courses or develop one to meet the specific requirements of your business. To assure your investment on training is not wasted and to maximize the value of the in-house program, we apply the ADDIE model – a dynamic, flexible guideline for building effective training and performance support tools. You may learn more about ADDIE model here.

Contact Us for Quotation

Contact us now for training at the Venue and Date of your choice throughout Malaysia and Internationally. Do let us know what is your expectation, number of participants, participants' profile and your preferred date and venue.