Course description
In sales organizations, effective negotiation is a tricky but essential skill. Sale negotiations are no longer just for special occasions when negotiating the best price with suppliers or a pay increase with top management. Negotiation is now a more frequent component of any organization due to the increasingly interconnected and complex nature of the international business environment.
What are sales & negotiation skills?
Sales negotiations occur when a buyer and seller try to agree on a purchase. During these conversations, sellers can address a buyer’s reservations about a purchase by reiterating the worth of the good or service and offering concessions. Sales and negotiation skills teach how to sell strategically and effectively to various clients and in various circumstances. Sales and negotiating skills allow me to close deals while adhering to the institution’s risk-return guidelines by teaching me how to deal with objections, lead fruitful meetings, and manage negotiations.
How is selling different from negotiation?
Selling is the process by which the seller determines how products can meet a customer’s wants at a specific time. On the other hand, negotiation is the process by which both sides reach an agreement on a deal’s condition that is preferable to all other possible deals for both parties. To be an effective salesperson, the following elements are essential:
- Organizational skills
- Product and customer knowledge
- Persuasion skills
- Positive attitude
- Discipline
An effective negotiator, however, would require all of the skills only to start the negotiation process. Negotiating is a far more complex and skill-intensive procedure than regular selling.
Participants in the Rcademy Sales Negotiation Skills and Techniques Training Course will learn how to conduct sales negotiations that result in positive results for both parties. During the course, participants will learn about non-verbal communication techniques, para-verbal communication, and the broader picture. The course enhances participants’ pre-existing negotiation skills and equips them with new methods and strategies to advance their abilities. Participants will also learn how to handle sales objections. Additionally, participants will master the critical strategies for overcoming sales objections and organizing sales negotiations. The training also includes communication techniques and negotiation tactics to enhance participants’ communication abilities.
Upcoming start dates
Suitability - Who should attend?
By the end of The Sales Negotiation Skills and Techniques Training Course, participants would have attained the following objectives:
- Learned how to respond to pricing objections successfully and how bargaining fits into the sales or purchasing process
- Known when to avoid negotiating altogether or when to build a stronger position from which to do so
- Recognized the different negotiating techniques
- Learned how to negotiate effectively with suppliers, clients, and coworkers
- Utilized the five stages of negotiation as well as the principles of effective negotiation
- Be able to select and implement the appropriate sales strategy depending on the client and the circumstance
- Gained confidence and control when dealing with challenging events and conversations
- Recognized the differences between the hard and soft methods of negotiation and when each is being employed
Training Course Content
Module 1: Introduction to Negotiating and Selling
- Overview of negotiation
- Concept of selling
- Concept of negotiation
- Negotiation: a part of the sales process
- Handling price objection
Module 2: Introduction to Negotiation Skills
- Introduction
- Conditions of negotiation
- Potential benefits of profitable negotiation skills
- Consequences of poor negotiation skills
- Negotiation within a modern business environment
Module 3: Golden Rules of Negotiation
- Stages in negotiation
– Bargain
– Prepare
– Close
– Debate - Processes of negotiation
- The negotiation environment
- Pre-requisites for negotiation
- Maximizing the negotiation experience
- Adjusting and identifying the power balance
- Elements of negotiation
Module 4: Understanding Negotiating Techniques
- Common negotiating techniques
- Identifying integrative and distributive tactics
- Tactics analysis
- Difference between hard and soft negotiating skills
- Understanding principled negotiation tactics
- Potential outcomes identification
- Cultural implications of negotiation strategies
Module 5: Planning Sales Negotiations
- Objectives: buyer and seller
- Tradeables: buyer and seller
- Exit and entry points
- Negotiations planner
- Communication skills
– Listening
– Body language
– Questioning - Testing assumptions
- Exchanging and identifying information
Module 6: Overcoming Sales Objections
- Introductions
- Factors of sales objections
- Objections as opportunities
- Reaching a point of agreement
- Deflating objections
- Unvoiced objections
- Steps in sales objections
- Sealing the deal
- Dos and don’ts in sales objections
Module 7: Personality Types and Negotiating Behaviour
- Comprehending differing behaviors
- Behavior adaptation for negotiation
- Negotiating behavior: Possible outcomes and conflicts
- Influence of personality types on Negotiations
- Personality types: Identification and negotiation
- Key behaviors of negotiator
- Body language and non-verbal cues
Module 8: Emotions, Beliefs, and Behaviours in Sales Negotiations
- Constructive beliefs for negotiating
- Emotion management
- Introduction to assertiveness
- Assertive communication
- Assertive behavior
– Words
– Voice
– Body language - Bargaining
- Settling
- Moving to definite proposals
Module 9: Negotiation Strategy and Tactics
- Negotiation styles
– Competing
– Accommodating
– Avoiding
– Compromising
– Collaborative - Approaches to negotiation
- BATNA
- Tools, tips, and tactics
Module 10: Communication Strategies in Negotiation
- STAR communication
- Understanding communication barriers
- Paraverbal communication skills
- Non-verbal communication skills
- Listening skills
- Appreciative Inquiry
- Mastering the art of conversion
- Advanced communication skills
Module 11: Negotiation Station
- The negotiation station
- Core principles of negotiation
- B2B value propositions
- Negotiation complementation
- Matching values
- The Secret of Persuasion
- Competency levels
- Assessing competency levels
- Features benefits and values
Module 12: Strategic Negotiating for the Future
- Developing a strategic negotiation plan
- Avoiding negative negotiation experiences
- Utilizing different negotiation styles
- The importance of EQ
- Conflict resolution
- Key stages of preparation
- Strategic negotiation planning
Course delivery details
This course has been designed to satisfy participants’ expectations while enhancing their knowledge and abilities; it is mainly participant-oriented. Different practical approaches that will ensure active and constant learning by the attendees will be utilized to deliver the course. Experts will teach the course within this field that has gathered numerous experiences and practice. The course modules are curated from extensive and in-depth research on the subject matter.
The Rcademy Sales Negotiation Skills and Techniques Training Course includes theoretical and practical learning by providing slides on the concept, case studies, real-life scenarios, and lecture notes. Participants will be able to partake in seminar workshops, quizzes, presentations, and regular feedback on lessons learned to confirm their optimum satisfaction.
Request info
Rcademy
Rcademy is a global training and consultation organisation set out to bridge the gap between you now and what you can be in the near future. We are facilitators of knowledge impartation. Our team of established and experienced training enthusiasts...