Advanced Sales Negotiations and Closing Course


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 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.

Enroll for this Course

We are proud to offer this course in a variety of training formats to suit your needs.

IRES

Enroll for a Face-to-Face (In-Person) Class

We use the highest quality learning facilities to make sure your experience is as comfortable as possible.

Register Here
IRES

Enroll for a Virtual (Zoom) Class

Join a scheduled class with a live instructor and other delegates.

Register Here
IRES

Enroll for an Online Self-Paced Class

Keep track of your own progression throughout your course and ensure continuous improvement.

Register Here

Benefits of Taking a Course at IRES

LEARN

Our courses are carefully curated to keep you abreast of latest industry trends, technological advancements, and best practices. We employ a variety of teaching methodologies, including hands-on workshops, case studies, and interactive sessions, all aimed at fostering an engaging and effective learning environment. Our expert instructors bring a wealth of knowledge and real-world experience, providing our clients with insights that can be immediately applied in their professional lives.

NETWORK

Our courses serve as a vibrant platform for professionals to connect and engage with a diverse community of peers, industry leaders, and experts. By participating in our programs, you gain access to an invaluable network that spans across various sectors and geographical boundaries. This networking aspect is not just about forming professional relationships; it's about creating a supportive ecosystem where ideas, opportunities, and collaborations can flourish.

GROW

Our courses are designed to challenge and inspire professionals to step out of their comfort zones and explore new horizons. Through a combination of theoretical knowledge and practical application, our programs help professionals refine their existing skills and acquire new ones, making them more versatile and competitive.

FAQs & Course Administration Details:

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 Phone: +254 715 077 817 or Email: [email protected].
The instructor led trainings are delivered using a blended learning approach and comprise of presentations, guided sessions of practical exercise, web-based tutorials and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields. All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.
Upon successful completion of this training, participants will be issued with an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Payment should be transferred to IRES account through bank on or before start of the course. Send proof of payment to [email protected].
Accommodation and airport pickup are arranged upon request. For reservations contact the Training Officer. Email: [email protected] Phone: +254 715 077 817.