Course description
Selling & Negotiation skills
Each session will be a real-time, highly interactive, tutorial/coaching/training facility supported by reference materials, and case studies and can include the Paradigm Profilers – if required. They’ll also be positive, energising, and good-humoured. This is in-house training.
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Upcoming start dates
Training Course Content
Section One – Buyers’ Motivations
- Why do people buy?
- Influences and motivators
- The Principles of Selling
- The ‘Marketing’ Mix
- - Contextualising Enterprise Ireland’s offerings and the Buyers’ perspective
Section Two – Planning & Business Development
- Researching Competitors; the Buyer and their business/Market sector(s)
- Identifying clear objectives
- Telephone skills & techniques
Section Three – Communication skills
- Open Questions
- Circle of understanding
- Active Listening
- Influencing techniques
Section Four – Email Etiquette
- The primary standards – best practices
- ABSURD model
- Preparation and planning
- Top Tips
Section Five – The Value proposition
- How to convey accurately what your company offers buyers – succinctly and with easy access to fully understand
- How to align this in concert with your client's needs & wants
- Adding Value and Augmented services/benefits
Section Six - Identifying and Handling Objections
- Identifying the reasons for the client’s issues
- The reasons why people buy and decline
- Areas where buyers are motivated to commit
- Pitfalls to avoid
- Handling and Overcoming Objections
Section Seven - Negotiation skills
- Aiming High
- Gaining their ‘Shopping List’
- Trading Concessions
- Looking for Variables
Section Eight – Confirming Commitment
- Confirming or closing?
- Effective confirming techniques
- The appliance of ‘silence’
- Closing Techniques exercise
Course delivery details
Dates of Availability
- 24th & 25th August
Why choose Dickson Training Ltd
97% return rate on clients who invite us back to work with them again
Training provisions to over 100 clients for over 2000 participants
100% pass rate on our ILM Train the Trainer programmes
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Reviews
Average rating 5
A well planned and presented course with focussed learning material. It was very enjoyable and informative.
The entire course was broken up very well, so although we spent two full days on the course, I was able to digest all the information effectively and never felt bored!
Expenses
Programme delivery - £1300 (+VAT) per day
N.B. These costs do not include any venue costs, mileage, accommodation or subsistence costs for the Trainer (Estimate - £350 (+VAT)
Total Package cost – £2950 (+VAT)
Terms
- Bookings are to be confirmed with a signed booking form
- Payment is due seven days following the programme delivery date(s)
- Cancellations will result in the loss of 50% of the fees
- Cancellations made within 15 working days of the programme delivery date will incur full course fee
- Substitute delegates are accepted at any stage
It was by far the best training course I have been on. I loved the tasks, training and the jokes. Phill is a great tutor, I learned so much whilst having fun.