Sales Negotiation Skills

(2 Days workshop)

Overview and Objectives:

Negotiating is essential in resolving differences. Negotiations successes when real and perceived differences are adjusted while keeping credibility, customer value, and profit margins.

Even if the salesperson has properly qualified and was able to manage their client expectations precisely, the deal could still end in a negotiation. So, the salesperson should have negotiator skills to take the deal to a win-win agreement. With the right skills and tactics, sales people can turn negotiations to the direction they wish to take.

This workshop will provide you with comfort level to negotiate in any situation.  This workshop will teach participants:

• How often we all negotiate
• Benefits of good negotiation skills.
• Importance of preparing for the negotiation process, regardless of the circumstances.
• Various negotiation styles and their advantages and disadvantages.
• Strategies for dealing with tough or unfair tactics.
• Skills in developing alternatives and recognizing options

Workshop contents

• • Preparing to Negotiate

  –  Establish a successful mindset

  –  Research the other party

  –  Determine the value of the item being negotiated

  –  Establish your best – and – worst acceptable outcomes

  –  Research your best alternative to negotiated agreement WAP, BATNA, WATNA, and ZOPA

  • Initiating Negotiation: Establishing the Ground Rules

  –  Establish Rapport

  –  Establish your status

  –  Choose the communication method for negotiation

  –  Dealing with Negative Emotions

  –  Making the Right Impression

  –  Establish the rules of engagement

  –  Set a time

  –  Establish how negotiation results will be communicated

  • Negotiating

  –  Encourage the other party to issue the first proposal

  –  Make the first proposal

  –  Counter the offer or proposal

  –  Accept the offer or abort negotiations

  • Following Through

  –  Evaluate the success of the negotiation

  –  Follow up on the relationship

  • Negotiating in Special Circumstances