NEG – Improving results through effective sales negotiation
Training course introduction
The sales negotiation process is essential in achieving tangible results for organizations. Sales personnel, managers and entrepreneurs are continuously involved in negotiations: the achievement of the expected results is strictly connected with adequate techniques and the ability to use the most suitable negotiation style.
Aims
To help participants develop skills to employ in negotiation where the price is considered the most important factor.
Target
Buyers, salespeople, sales managers
Training languages
Italian, English
Contents
The negotiation and related concepts
- Conflict as an expression of non-converging interests
- Identifying the structure of negotiation, interests and goals of the counterparties involved
- Defining tactics and negotiation strategies
The importance of perception
- Interpreting the negotiation context
- Different perception of negotiation context by counterparties
Positional bargaining
- I win, you lose: the zero-sum game
- Using positional bargaining: when, how and why
- Soft or inflexible: peculiarities of two negotiation styles
Giving new structure to the negotiation process
- Restructuring the negotiation context
- Competitive versus cooperative arena
- Negotiation focused on price
- Dividing the process into phases and managing them individually
- The development of negotiable options
- The paradox as a tool for restructuring the negotiation context
Training method
- Learning by experience
- The trainer helps participants to “discover” the various topics and to face situations that are technically similar to those they are used to deal with or they are expected to
Duration
Two days or more, according to the Client’s needs
Trainer