Discover a new attitude towards selling, and improve your skills to be successful in cross
selling, up selling and overcoming resistance. This intensive program covers a
huge range of selling skills and knowledge to improve performance and increase
your company’s profits. Delegates will explore all the skills they need to add
value to their customers’ while increasing sales for the company.
- Understand sales strategy and how to deliver exceptional customer service
- Explore the psychology of selling and Analyze how customers think and feel
- Learn how to write proposals that are both interesting and informative
- Analyze the importance of time management and planning skills in sales
- Prepare effective opening and closing techniques
- Identify different buying signals and the opportunity for upselling and cross-selling
- Discuss needs analysis and employing questioning techniques
- How to deal with objections
- Learn how to present with impact and conviction that results to tangible results
- Appreciate the importance of building lasting client relationships
- Set goals and objectives and how to stay on top of them
- Define motivation and how to stay motivated and positive
Day One
What is negotiation?
·
The
essentials of negotiation
·
Negotiation
definition and terms
·
Different
negotiation styles
·
Skills
and qualities of a successful negotiator
Variables in negotiation
scenarios
·
How
to stand your ground in negotiations
·
The
importance of attitude in negotiation
·
Common
mistakes in negotiation
·
Conflict
in negotiation and how to avoid it
The outcomes of
negotiation
·
‘win/win’
situation (mutual gain)
·
‘win/lose’
situation (domination)
·
‘lose/win’
situation (submission)
·
‘lose/lose’
situation
·
Fifth
outcome of negotiation
Pre-negotiation research
·
Finding
out about the company you are negotiating with
·
The
competition; who are they and what are they getting
·
Planning
what questions to ask
Day Two
Negotiation with
different types of people
·
Planning
your approach
·
Knowing
what your opponent has and what you want
·
Getting
what you want for the conditions you want
·
Negotiating
with more than one person at a time
Communication in
negotiation
·
Asking
clear and concise questions
·
Determining
any hidden agendas
·
Watching
for signals of uncertainty
·
Questions
to avoid during negotiation
·
Reading
body language
Beyond the basics:
deadlocks and concessions
·
Organizing
your concessions in order of priority
·
Using
your concessions for maximum impact
·
Finding
out what the other parties concessions are
·
How
to use concessions to your advantage
·
What
to do when there is a deadlock
·
How
to prevent a deadlock
Day Three
Steps in negotiation
·
Building
a rapport with your opponent
·
Identifying
clear goals and objectives
·
Establish
disagreement and conflict
·
Working
out a compromise
·
Settle
or agree
Setting the stage:
understanding the ‘when’ and ‘where’ of negotiation
·
Setting
the scene for a successful negotiation
·
Dealing
with unexpected negotiation
·
Using
time and space constraints to their maximum advantage
·
The
four ‘P’s of negotiation
·
Negotiation
over the telephone
Phases of negotiation
·
Exploration
·
Bidding
·
Bargaining
·
Settling
·
Confirming
The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited. Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:
- Group discussion
- Individual and syndicate activities
- Individual and group tasks
- Case studies
- Role plays
- Audio and video evaluation
- Action planning
- Experiential learning games
- Presentations
- Assessments