Introduction
All sales professionals negotiate, either face-to-face or by telephone. However, the more complex your sales proposition, and the higher the ‘ticket price’, the more we need to rely upon our negotiation skills.

We explore successful negotiating strategies so that you recognise and understand their implications and how to apply them.

Typical Objectives:

	Understanding the implications of different approaches to negotiation
	Negotiating with confidence when the price is high
	Achieving win/win outcomes - what it really means to you and your customer
	Overcoming key objections using the rules of negotiation
	Understanding the importance of building long-term relationships through using supportive negotiation strategies

Sample Programme
We will help you to develop successful negotiating strategies that can be used according to the needs and demands of your sales situation. We explore the different approaches to the negotiating process so that you will recognise them and understand their implications. All of this develops flexibility in your style to suit both one-to-one and team-to-team negotiations.

Outline

	Welcome and introductions
	Exploring different approaches to negotiation and when to use them
	Preparing for the negotiation and how to establish your limits and boundaries in advance
	Creating a game plan and learning to think on your feet to demonstrate a flexible approach
	Using questioning techniques, focussed listening and the ability to pick up signals and act on them during negotiations
	Understanding negotiation currencies - value and cost, the key differences
	Handling tricky tactics and how to stay emotionally neutral
	Generating a win/win outcome - even when the other party is showing no interest in achieving that
	Action planning

Activities to consider:

	Influencing Skills
	NLP in Business
	Supplier Management

Satisfaction
Rating
2007

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Return on Investment