Developing Sales Skills
Effective Negotiation Skills
Course Objectives
Negotiation will become a crucial and almost day-to-day skill. Staff will need to reach agreement on a wide variety of issues with both customers and suppliers. This workshop will help all client facing staff to reach the best agreement for both themselves and their customer, adding enormous value to your offering;
- Develop the strategies and techniques to keep control during commercial negotiation
- Consideration of how conflicting requirements can be met
- Effectively manage expectations
- Understand and exploit the negotiation arena
- Apply to particular situations that may include; SLA meetings, Contract negotiation and BAFO meetings
Typical Duration: One Day
Suitable for: All senior staff who will have to reach workable agreements with customers and/or suppliers.
Consultative Selling
Course Objectives
Using the right questioning techniques you can demonstrate to any member of your customer's team that you understand and support their agenda, and how your offering will best help them achieve their goals and address their challenges. This workshop will develop the business focus required to best influence your customer;
- Develop abilities to use effective probing, insightful understanding of implications and co-operative discussion of possible solutions
- Learn how to demonstrate strong customer focus and create customer value
- Demonstrate customer benefits and achieve customer buy-in through persuasive questioning
- Practice these new skills to give increased value to your clients and their organisations
Typical Duration: Two Days
Suitable for: Senior Managers and any client facing staff who need to influence their client.
