GROUP TRAINING - 2019

GROUP TRAINING

SALES

SALES NEGOTIATION The purpose of this training is to enable sales professionals to leverage greater gains from customer-interactions during negotiations.

OBJECTIVES

• Understand and be able to describe the 4 phases of negotiation • Build self-awareness of existing behaviours and language used through role play • Adjust behaviours (verbal and non-verbal) to achieve a successful outcome • Ensure when price concessions are given comparable value will gained in return.

PARTICIPANTS

Sales Directors, Sales Managers, Sales Teams, anyone in an external commercial role who negotiates with customers

PROGRAMME

• A two day face-to-face programme which will focus on: • Preparation strategy – defining objectives and analysis of customers needs • Opening Position – enhance your offer and defend price and margin • Bargaining – adopt skills and concession techniques • Closing Position – emphasise benefits, closing techniques, confirmation of final agreement Teaching techniques: • A blended programme including e-Learning, face to face and post session webinar • The core of this programme is the Comscope video tool, which will enable high quality feedback from role play scenarios, in order to better understand existing behaviours and adjust to achieve success.

Prerequisites

• E-Learning modules - Understanding the

principles of negotiation - The 4 phases of Negotiation - The skills and competencies of negotiation

Organization

• eLearning - 3-4 weeks before face-to-face sessions • 2 day face-to face session • Webinar 5-6 weeks post face-to-face

TRAINER

Invalio

Language: english

Costs & Registration click here

Programme manager: Natalie Harvey Coordinator: Linh Truong

TRAINING 2019

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