Negotiating the Sale Negotiating the sale is a workshop created in order for salespeople to close more sales, increase company profits and build strong long-term relationships with their customers.
Many people feel some discomfort when it comes to negotiating. This workshop will give your employees a complete perspective of the process, so they can negotiate from a power base to achieve their objective.
Some people see negotiation as a competition, others as a cooperative process. In this course participants will learn how to defend themselves, as well as take advantage of the competitive negotiations, while creating Win-Win agreements with cooperative clients.
Upon completing this workshop, your sales team will no longer be able to use the age old excuse – “Our prices are higher than the competition’s”
Outline:
- Negotiation defined
- What everyone negotiates for
- How other cultures negotiate
- Who has more pressure in a negotiation?
- Don’t trust your assumptions
- You have more power than you think
- The 8 sources of power – and how to use them
- When and how to make concessions
- The 7 rules of professional negotiators
- How to uncover the pressures of the other party
- When is the best time to uncover them?
- How to use time as your ally
- 3 essential negotiating techniques
- Funny Money
- Team negotiations
- 2 heads are better than one
- Good guy – bad guy tactic
- The 5 negotiation modes
- The 6 most common tactics – use and countermeasures
- Why you should always reject the opening offer
- 10 ways to break a deadlock
- Win-Win agreements
Alfa Omega Potencial Humano.
Av. Paseo de la reforma No. 42 piso 1
Col. Centro, Del. Cuauhtemoc
Tel. +(5255) 36-87-44-17
info@alfaomegaph.com