TRAINING & EMPLOYMENT SERVICES

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Sales Negotiation Skills

The content will be specific to each client, individual delegate and group, and their particular requirements, but may include elements of the following:

	Defining negotiation
	Styles of negotiation and probable outcomes
	Understanding the negotiation cycle and its critical stages
	Planning to achieve required outcomes and objectives
	Core skills for successful negotiation
	Determining when and where to negotiate
	Defining roles within negotiation teams
	Selecting an appropriate strategy
	Powerful & Directive questioning
	Active & passive listening
	Interpreting & responding to body language
	Planning for & overcoming objections
	Presenting solutions
	Assessing the opposition prior and during negotiation
	Trading positions & concessions
	Moving to & initiating the closing
	Ten key steps to a win-win outcome
	Personal negotiation style profiling

Personal and Organisational Learning Outcomes

	Definitive and structured approach to smart, successful negotiation
	Improved sales growth through proven methodologies
	Optimises personal and organisational achievement and recognition
	Increased market share and brand awareness
	New skills to galvanise motivation and commitment
	Enables strategic planning for successful outcomes
	Improved profitability through focussed methodologies
	Understanding of both parties’ perspectives and motivations
	Clear and concise understanding of mutual expectations
	Opportunity to strengthen organisational credibility

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Last modified: October 12, 2004