Negotiation & Closing Skills Course - London
Negotiation Skills
Negotiation is a core part of conducting successful business yet is rarely discussed in isolation and is almost always confused with selling. A solid negotiator will not only close upon but maximize opportunities for their company.
In this 1 day course we break the fundamentals of negotiation down then, work through the different elements, building skills and expertise through valid reference client testimonials.
Sales Closing Skills
This one day workshop looks behind your role in sales and places the focus on the customers Purchasing Plan.
This course shows how to move through the sales cycle and gather the right information you need to close the sale. More importantly to close the sale on the terms you want.
We look at the decision making unit (DMU), how to question them to find out the facts and the pain they are feeling, ensuring you have the information to build a winning Value Proposition.
Ever get that phone call just asking for a price? Or the statement we can do a deal if the price is £xxx. We will show you how to counter this, handle any bjections and negotiate the deal you want using our patented ‘jellyfish‘ model.
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On this course you will learn: Outline differences between selling, buying and negotiating Accept the necessity of preparation & practise use of the Negotiation Planner Recognise behaviour categories arising during negotiations Identify the techniques available to create better agreements with fewer expensive concessions Explain the techniques available to handle objections and direct events to the delegate’s own advantage Create strategies to negotiate from a value proposition basis and deny discount requests Provide delegates with an insight into the techniques and strategies for negotiating with suppliers and colleagues Establish a company-wide standard negotiation framework and language for use of the 10 Golden Rules of Negotiation Learn & precaticeFact & Pain questioning Understands the Decision Making Unit Understand the parallel Customers Purchasing Plan Learn to undertake effective Competitive analysis Learn to apply Value Proposition Selling Structure Negotiations properly & effectively Negotiating the right deal for both parties Advanced Objection Handling and how to achive this as the sale progresses Advanced Closing Techniques - their application and timeliness