Course : Successful sales negotiations, Level 2defend prices and margins
Practical course - 2d
- 14h00 - Ref. NCD
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 | Preparing for negotiations to boost self-confidence |
| Acquire practical tools to defend your prices and margins |
| Resisting customer pressure |
| Handling difficult or destabilizing negotiation situations |
| From negotiation to partnership |
Intended audience
Sales people, business engineers.
Prerequisites
Experience of negotiation in a BtoB environment.
Practical details
Hands-on work
Workshops, experience-sharing, role-playing, self-diagnosis.
Teaching methods
Active, participative teaching methods. Alternating theory/practice with application to the context and experience of participants.
Course schedule
1 Preparing your sales meeting and highlighting your prices
- The economic stakes of your negotiations.
- The balance of power between buyer and seller.
- Your spontaneous negotiating style.
- Points to watch in future negotiations.
- Structure your sales pitch and define your objective.
- Position your offer in relation to the competition.
- Sell "Profit" not a "Price".
Storyboarding workshops
Workshop: identifying negotiation stakes and points to watch out for.
2 Be convincing and enhance your own image
- For the same price and quality, it's the seller who makes the difference.
- Behaviors that enhance your image.
- Show confidence and act on emotions.
- Working on assertiveness and resisting aggression.
Exercise
Self-assessment of assertiveness. Role plays: developing assertive behaviors. Group debriefing.
3 Knowing how to destabilize buyers
- Understand buyers' expectations.
- Prepare for threat, ultimatum, devaluation and dilemma techniques.
- Learn how to avoid their traps.
- How to deal with a buyer.
Storyboarding workshops
Workshop: based on each person's experience, build answers to buyers' pitfalls.
4 Dealing with objections Pricing and selling differentiation
- The price and its environment.
- Resistance to price.
- The consequences of a prize-giving ceremony.
- Hidden costs.
- Price presentation techniques.
- Price in the bid.
- Handling objections Price, obstacles.
Role-playing
Practice dealing with objections Price. Group debriefing.
5 Mastering the phases of negotiation
- Lay the foundations for negotiation.
- Clarify points of resistance through active listening.
- Identify the real stakes of negotiation.
- Search for tuning ranges.
- Prepare your room for maneuver.
- Negotiable and non-negotiable points.
- Managing relational tensions.
Role-playing
Develop active listening skills to remove blockages. Group debriefing.
6 Closing the sale
- Obtain quid pro quos for any concessions.
- Engage your contacts and ratify agreements.
- Enhance the value of agreements reached.
- Monitor and support the relationship over time.
- Understanding negotiation as a partnership.
Role-playing
Build and play a negotiation scenario. Personalized debriefing on behaviors adopted.
Customer reviews
4,9 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
AMINA S.
05/02/26
5 / 5
Very interesting course, very informative trainer
ILYAS A.
05/02/26
5 / 5
Comprehensive training, RAS
HUGO P.
08/01/26
5 / 5
Franck is a very good trainer who adapts to each individual's needs.
Publication date : 05/30/2024
PARTICIPANTS
Sales people, business engineers.
PREREQUISITES
Experience of negotiation in a BtoB environment.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales people, business engineers.
PREREQUISITES
Experience of negotiation in a BtoB environment.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
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