sales negotiation training services

Overview of the training

With access to a global market, the competition has intensified in almost all the industries. Client knowledge about problems, solutions, costing have increased.  Margins have become scarce. Every aspect of the sale has become tough. Negotiation skills have become very important.  All of us are familiar with negotiations and have done many negotiations in the past. 

A structured learning of negotiation process always helps us to anticipate what might happen. This will help us in being well prepared to handle the situation and swing the situation in our favour.

Let us look at a few benefits that the sales negotiation training will give us

  • Anticipate and Recognize customer tactics
  • Give a Win – Win feeling to the client 
  • Work along with the customer on multiple terms
  • Make the customers want to do more business with you

The two day Sales Negotiation training program agenda is as follows

overview of negotiation

Negotiation Overview

  • What is Negotiation
  • Where will you Negotiate
  • Buyers thinking process before making a decision to negotiate
  • Models of communication

Consultative selling – overview

  • Buyer Behaviour
  • Changing trends
  • Communicating value proposition
  • Needs Analysis 
  • Solutioning

Models of Negotiation

  • Integrative negotiation
  • Distributive negotiation
  • RADPAC Model
  • Have Vs Want Grid
  • PIN Triangle
  • Variables see saw
negotiation models
negotiation strategies

Preparing for Negotiation

  • Negotiation ranges and priorities
  • Value in Negotiation
  • Bargains / Debates in Negotiation

Negotiation strategies

  • Ranges
  • BATNA, ZOPA
  • Relationship building
  • Game theory
  • Unconventional strategies

Opening the Negotiation

  • How to open the talk
  • How to bring in positive feelings
  • Setting expectations
  • How to exchange information

Closing the Negotiation

  • How to get a NO to a YES
  • Deal closing methodology
  • Provide a Win-Win feeling to the buyers
closing the deal

Preparing for Negotiation

  • Negotiation ranges and priorities
  • Value in Negotiation
  • Bargains / Debates in Negotiation

Negotiation strategies

  • Ranges
  • BATNA, ZOPA
  • Relationship building
  • Game theory
  • Unconventional strategies

Opening the Negotiation

  • How to open the talk
  • How to bring in positive feelings
  • Setting expectations
  • How to exchange information

Closing the Negotiation

  • How to get a NO to a YES
  • Deal closing methodology
  • Provide a Win-Win feeling to the buyers

 The training will give a good overview of negotiation models and will improve your negotiating skills. Your team will be able to scientifically plan the process , anticipate the negotiation tactics and will proactively be able to prepare. Your team will learn the models of negotiations and apply science in your negotiation process.  Your new client acquisition, top lines and margins will also improve. 

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