Sales Negotiations // Sales Programs
Learning Objectives
This hands-on two day workshop is designed to provide participants with the mindset, skills and tools to increase their effectiveness in negotiations.
By the end of this workshop participants will be able to:
- Articulate the relationship between selling and negotiating
- Define the impact of being an effective negotiator
- Describe the negotiation continuum and its implication on their success
- Evaluate methods to build and diminish power
- List why they should care about negotiating effectively
- Describe the two different types of negotiations
- Recognize behaviors that lead to unnecessary customer demands
- Differentiate demands from needs
- Evaluate the use and value of MESO’s
- Examine a negotiation opening offer and counter offer approach
- Identify various competitive tactics and counter measures
- Describe trade concession strategy
- Apply sales negotiation techniques
- Analyze various closing techniques
PROGRAM FLOW
KEY CONTENT AREAS
Welcome
- Introduction
- Learning objectives
Sales Negotiations
- Negotiation styles and outcomes
- Six critical skills (self-assessment)
Sales Negotiation Planner
- Overview and value
- Last Table Standing activity
New England Eagles
- Case study/Role play
- BATNA
- Anchoring, availability and sunk cost
Opening + Countering-Opening
- Opening and counter model
Questions
- Types of suestions
- Prefacing, drilling down
- Listening
- Known and needed
Building Power
- Sources of power
- Ways to build and diminish power
Competitive Tactics
- Competitive tactics
- Counter measures
Sources of Value
- Value sources and importance
- Value justification
- Trading strategy and tactics
- Give to get mindset
Offers
- Presenting offer
- Use of MESOs
Closing
- Deadlocks
- Closing model
- Closing exercise