In today’s competitive market, decision makers are becoming more sophisticated as they seek to manage the buying process to drive the best possible deal. Assertive buying strategies and competitive forces present a significant threat to sales revenues and profit margins.

Hence, business today is one big negotiation. We spend a good part of our day negotiating with customers, co-workers, our bosses, other departments, customers, suppliers, and salespeople.

Today, we need to have strategic sales negotiation skill more than ever to survive in the ever-competitive business environment. Using these powerful skills, problems get solved collaboratively yielding results that are optimal for everyone involved. Because everyone is a winner the relationships are not only preserved, they are enhanced.

This two-day interactive programme aims to ensure that you are ever prepared for negotiation, and achieve the best possible outcomes and relationships.

• Construct a value proposition that works with your customers
• Sell a "solution", as opposed to "a standard product"
• Control the selling process-knowing what is going to happen next
• Differentiate yourself from your competition
• Better manage customer expectations (How to keep your customers happy)
• Apply win-win negotiating techniques and strategies
• Deal with “No’s” and Stalls
• Identify and eliminate potential problems early in the sales process
• Create a process of mutual consent
• Deal with confrontational, demanding and and/or irate customers
• Change a customer's negative perception
• To leverage on the power of effective upsell and suggestive selling

Executives, Managers, Salespeople, Finance & Support teams, and anyone who needs to negotiate to get to results

• Mastering the Buying and Selling Process
• How to Capitalize on the Dynamics of Human Relations

• How to Get Real Commitment and Buy-in
• Qualify and Clarify Problems, Priorities, Authority and Investment to Seek a Better Solution for Your Customer

• Negotiating for Mutually Beneficial Outcomes
• Communication Strategies and Tactics to Use in Persuasion

Standard or customised courses available.

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