1

The sales negotiation process

• Understanding different negotiation styles.
• Evaluating the risks of sales negotiations.
• Key principles of successful negotiations.
• Building long-term relationships.

2

Negotiation Strategies

• Preparing and structuring every negotiation.
• Identifying and leveraging interests of all parties in complex situations.
• Dealing successfully with tough negotiators.
• Establishing short and long-term Goals.
• Building Trust & Rapport.
• Positive Mental Attitude.
• Affirmations & Visualizations.
• Maximising the value proposition.

3

Buyers' Motivational Value Systems

• Understanding professional buyers' hidden agendas.
• Top 10 tricks used by buyers.
• Avoiding all tactics.
• Countering negotiation techniques.
• Dealing with conflict expertly.

4

Effective Listening

• Active Listening.
• Asserting yourself in emotionally-tense situations.
• Developing interpersonal relationships.
• Identifying and understanding your negotiator's needs.
• Enhancing your flexibility.

5

Questioning Techniques

• Uncovering Needs. Real versus subconscious.
• Advanced Questioning Techniques.
• Questions types: Closed, Open, Paraphrasing.

6

Selling Benefits & Value

• Features or Benefits.
• Seven key customer Needs: Security, Convenience, Peace of Mind, Economy, Save Time, Reliability, Save Money.
• Customers buy benefits.
• Selling what people really want to buy.
• Learning to Build Value into your Offering.

7

Overcoming Objections

• The Four "P's": Price, Product, Personal and Postponement.
• Tackling Objections, Issues & Concerns positively.
• Objections means Opportunity.

8

Closing

• Removing the Fear of Failure.
• Recognising Buying Signals.
• Finessing the decision-making process.
• Your role as Salesperson.
• Seven proven Closing Techniques.
• Negotiating the contractual terms and conditions.
• Creating and nurturing long-term relationships.