INTRODUCTION
The word 'negotiation' either rings intense fear or excitement in any professional's mind but this is an important life-skill that one can never be complacent with. Sales negotiation has the highest ROI of any skill you can learn.
Practical and down-to-earth, this sales course is designed for the sales professional who needs to engage in frequent negotiations with demanding buyers who may have the upper hand at times. The three-day course covers the strategic approach to preparing oneself to effectively engage in productive negotiations whilst incorporating the needs of the other party, customer or stakeholder.
Most salespeople fail in the close because the simply do not have the words to say to handle buyer objections. The lack of understanding in this area will inevitably cause an untrained salesperson lose a customer, and at best use a discount as a way to entice a buyer decision. Only 10-20% of the time you are in a transaction is spent in the close, yet it is where 100% of your income as a salesperson comes from.
The primary objective is always to create a win-win outcome for all parties concerned. This sales course integrates a systematic approach to handling the entire process of engagement from start to close, leaving nothing to chance using the LOUDEST approach to sustain an open dialogue.
DURATION
5 Days
WHO SHOULD ATTEND
Buyers, account executives, contract negotiators, sales professionals, sales managers and anyone involved in selling and buying negotiation processes would benefit from this negotiation training.
Course Level:
COURSE OBJECTIVES
- Understand the principles of negotiation that undergirds a win-win outcome
- Identify the crucial elements needed to prepare for a negotiation strategy that is focused yet flexible
- Learn the approach towards conducting a negotiation from the onset to a close
- Handle the nuances in conversations during the ongoing negotiation process to ensure that dialogues are always encouraged
TOPICS TO BE COVERED
Module 1: The Fundamentals of Negotiation
- Key principles of negotiation theory.
- The psychology of negotiation.
- Preparing for successful negotiations.
Module 2: Building Strong Client Relationships
- Establishing trust and rapport.
- Effective communication and active listening.
- Building long-term client partnerships.
Module 3: Objection Handling and Resolution
- Identifying common objections.
- Techniques for overcoming objections.
- Turning objections into opportunities.
Module 4: Creating Persuasive Sales Presentations
- Designing compelling sales presentations.
- Storytelling techniques for impact.
- Leveraging visuals and data.
Module 5: Closing Techniques and Strategies
- Understanding the psychology of closing.
- Various closing techniques and when to use them.
- Handling buyer hesitation.
Related Courses
Course Administration Details:
METHODOLOGY
The instructor-led trainings are delivered using a blended learning approach and comprise presentations, guided sessions of practical exercise, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience, working as professionals and trainers in these fields. All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.
ACCREDITATION
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
TRAINING VENUE
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
ACCOMMODATION AND AIRPORT PICKUP
Accommodation and airport pickup are arranged upon request. For reservations contact the Training Officer.
- Email: [email protected]
- Phone: +254715 077 817
TAILOR-MADE
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
- Email: [email protected]
- Phone: +254715 077 817
PAYMENT
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
Click here to register for this course.
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