Strategic Sales Negotiations
Today's purchasers are more attuned to the "real value" of what they're
buying.
Discover how to influence them and improve your profits! Regain the seller's
advantage over today's more sophisticated purchaser with the help of this
strategic sales negotiation training. Learn the tools, techniques and savvy
sales negotiation tactics that enable you to influence your buyer's perception
of cost, value and benefits. Close the sale by maintaining a flexible position
that successfully counters your buyer's negotiating moves.
How You Will Benefit
• Discover through sales negotiation training how to improve sales margins and
closing ratios
• Influence how customers view your product's costs, benefits and value to them
• Anticipate buyer behavior and turn it into an advantage
• Establish your credibility with the buyer
• Develop confidence-building skills that maintain your control of sales
negotiations
• Be ready to justify your price when meeting price specifications
• Use creative advantages to counter competitive offers
What You Will Cover
• Understanding the sales negotiation process from both perspectives-yours and
the customer's
• Differentiating between selling and negotiating
• Using powerful sales negotiating/planning tools
• Addressing aggressive buyer demands face-to-face
• Developing stronger client relationships through win-win negotiations
• Applying strategies to favorably influence the four primary negotiating styles
• Creating a motivational climate for your buyer
Who Should Attend
Sales professionals, sales managers, account executives, contract negotiators
and anyone involved in negotiation processes and would benefit from this sales
negotiation training.
Note: Several years of sales experience is recommended.
Extended Seminar Description
Learning Objectives
• Improve Sales Margins and Closing Ratios
• Influence How Customers View Your Product's Costs, Benefits and Value
• Anticipate Buyer Behavior and Turn It into an Advantage
• Establish Your Credibility with the Buyer
• Develop Confidence-Building Skills That Maintain Your Control of Negotiations
Role of the Professional Salesperson
• Understand the Difference between Manipulative Selling and Consultative
Selling
• Be Aware of Key Sales Responsibilities of Professional Salespeople
Role of the Buyer Defined
• View the Sales Negotiation Process More Objectively from the Customer's
Viewpoint
• Understand the Concept of Selling Profitable Deals More Fully
• Have a Better Understanding of Their Ability to Analyze the Financial Aspects
of a Deal
• Be More Aware of Their Perceptions of the Sales Negotiation Process
• Have a Stronger Foundation for Selling to a Sophisticated Buyer
• Be Familiar with Common Ploys and Countermeasures Used in Sales
Negotiations
Role of the Professional Salesperson Redefined
• Have a Greater Understanding of a Typical Buyer's Motivation in Most
Situations
• Be More Capable of Differentiating Themselves from Their Competition
• Be More Aware of the Consultative Sales Processes
• Understand the Difference between Selling and Negotiating
• Understand the Importance of Selling First, Negotiating Last
• Be Able to Handle Premature Negotiation Pressure from the Buyer
• Know When and When Not to Negotiate
The Sales Negotiation Process
• Have Experience in Identifying Elements of an Offering
• Understand How to Identify Negotiating Chips
• Be Able to Assess and Define Their Negotiating Authority
• Understand How to Create Value Which Offsets the Need to Make Concessions
• Understand the Value of Maneuvering Room, Concession Planning, and Planning
Using Powerful Sales Negotiation Planning Tools
• Understand the Process of Establishing Settlement Ranges in Advance
• Understand the Concept of Planning for Concessions
• Be Familiar with the Sales Negotiation Planning Instrument
• Be Familiar with a Format for Providing Feedback on the Sales Negotiation
Process
A Sales Negotiation Exercise
• Have Practical Experience in Developing Settlement Ranges
• Have Practical Experience in Identifying Negotiating Chips
• Have Practical Experience in Planning Concessions
• Have Practical Experience in Completing the Sales Negotiation Planner
• Recognize the Importance of Planning
• Be Able to Evaluate the Sales Negotiation Process More Fully
Win-Win Sales Negotiations
• Be Able to Determine If a Sales Negotiation Was a Winner for Both Sides
• Be Aware of Many Critical Mistakes to Avoid in Sales Negotiations
• Understand the Importance of Following through after the Negotiation Is
Completed
• Have a Better Understanding of Their Own Effectiveness in Sales Negotiations
• Understand How to Develop a Plan to Improve Their Sales Negotiation
Effectiveness
Power and Position in Sales Negotiations
• Know How to Evaluate Relative Strategic Positions of the Parties to a Sales
Negotiation
• Understand Fundamental Strategies for Various Power Positions
• Be Aware of Different Sources of Real and Perceived Power
Increasing Your Personal Power in Sales Negotiations
• Be Able to Identify the Four Primary Negotiating Styles
• Understand the Primary Goals and Fears Which Motivate Each of the Four Styles
• Be Able to Apply Basic Strategies to Favorably Influence Each of the Four
Styles
• Be More Effective in Persuading Buyers Who Are Different from Themselves
Case Study: Negotiating a Mutually Profitable Win-Win Sale
• Have a Greater Appreciation for the Importance of Internal Negotiations
• Have Additional Experience in Developing Settlement Ranges
• Have Additional Experience in Identifying Negotiating Chips
• Have Additional Experience in Planning Concessions
• Have Additional Experience in Completing the Sales Negotiation Planner
• Be More Effective in Sales Negotiation Planning
• Be Able to Influence Buyer Behavior More Purposefully
• Be Able to Evaluate Their Personal Performance More Fully
Tips for Achieving Success as a Sales Negotiator
• Be More Aware of Key Elements Which Lead to Success in Sales Negotiations.
Category
Sales Training
Instructor
FOCUS Team Expert
Schedule
April 6-7, 2009 (2 days)
Venue
Aston Hotel, Bandung
Tuition Fee
Rp. 3.400.000,- per participant, excluding accomodation & tax.
Registration
Send by email -or-
fax to:
training@focustraco.com
(0251) 7534-984
PT.
FOCUS
TRACO INDONESIA
Wisma Pakuan, Jl. Pakuan 12
BOGOR - 16143
CP: Ms. Eka Rheni -or- Mr. Abdul Rohim
Phone: (0251) 2169-150, (021) 7009-9943
