Sales Communication and Negotiation Skills
Course Overview
Possibly the most important skill that any professional person should develop is the ability to Negotiate effectively with others. Negotiation is crucial in our daily life, we can surely argue that “the success of our business is profoundly based on negotiation”. To enhance this skill, individuals can benefit greatly from sales communication and negotiation skills training.
Anticipating what others may say or ask gives individuals a critical advantage in conducting any business or professional deal, thereby emphasizing the pivotal role of negotiation skills in business communication. Negotiation experts have said that life itself is just one continuous negotiation sequence. Whether you are at work involved in a variety of professional issues or at home indulged with personal issues, being skillful as a negotiator is essential to your success. Once a person obtain a better understanding of the various analysis techniques or tools available to use in the development of his or her negotiation range, he/she will be better prepared to develop a strategy for the upcoming negotiations!
Goal of Course:
This 2 – days sales communication and negotiation skills training program will address some of the negotiation techniques and strategies in the modern business climate. It will allow delegates to reach a mutually satisfactory result on a matter of common concerns. Delegates will be able to examine how a mutually satisfactory result is vital, because even though the parties may have opposing interest they are dependent on each other. The delegates, as a result, will be equipped with practical negotiation skills through the negotiation skills training, enabling them to build long-term results.
During this sales and negotiation skills training program delegates will understand that the art of making a deal matter is through persuasion rather enforcement and the skills of making the other person your friend, rather than your enemy. They will be able to examine that Negotiation is the art of choosing the right strategy for each situation; painting the right business picture; projecting the right personal image; doing the right research; offering the right inducement; applying the right pressure at the right time; asking the right questions; demanding the right extras.
“Remember, in business you get what you negotiate, not necessarily what you deserve”
The sales and negotiation skills training program is structured around a series of negotiation simulations, with a significant emphasis placed on exercises and practice sessions. This includes the negotiation skills process, strategies, and examples. It is highly interactive with the role-plays recorded on video and then reviewed by the facilitators and all delegates. Supplier/customer negotiations are incorporated into the sales and negotiation courses as skill levels develop.
Duration:
2 Days
Language:
English
Training Objectives
- Increase their confidence and competence in negotiations by being conscious of their actions.
- Enhance both the relationship with clients and profitability of deals by trading concessions
- Understand key questioning skills using SPIN® formula from Neil Rackham and Huthwaite research
- Understand key motivation triggers and ask specific questions to uncover such triggers
- Increase their confidence and competence in negotiations by being conscious of their actions.
- Use a six point planning format to assist in preparing for future business and personal negotiations
- Deal with more complex negotiating situations professionally and profitably
Module Outlines
Module 1: Introduction to negotiation
- Identifying strengths and development areas, of advanced negotiators
- Designing successful outcomes – attitude is everything
- Developing rapport through Verbal and Non Verbal Communication,
Module 2: Preparing for negotiation
- Questioning and listening skills, SPIN® and motivation triggers
- Roles for team negotiating
- Planning negotiations, phases and stages, making proposals
- Creativity and inventing options for mutual gain
- Using BATNA, ZOPA, WATNA, Bottom Line & Anchoring in negotiation context
Module 3: Exchange information and bargain
- Understanding common and conflicting interests
- Dealing with conflicting interests in a multi-cultural environment
- Summary-Video film “The Art of Negotiating”
- Trading concessions
- Initiative Negotiation through Phone Calls
- Negotiation through e-mails
Module 4: Closing the Negotiation
- Negotiating Profitable Deals
- Handling customer concerns and dealing with price resistance
- Closing deal and follow up service
Customized Learning
Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.
Face To Face Learning
Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays, in addition to on-going support.
Virtual Learning Labs
Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.
General Methodology
Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.
- Concrete Experience: The delegates will learn by doing
- Reflective Observation: Reflecting on the newly experienced skill-set
- Abstract Conceptualization: Developing deeper understanding to the learned concepts
- Active Experimentation: providing the delegates with realistic tools that can be tested in the real life
Activities Brief
Practical Negotiation Skills
Two teams in critical negotiation. Is it about winning or ensuring neither loses? And just how good is your preparation?
Learning Objectives
- Stresses the need for very good preparation
- Shows the need for targets, fall-back positions and worst case scenarios
- Shows the importance of taking time out to discuss rather than thinking on the hoof
- Illustrates the danger of trying to win at all cost rather than compromise
- The value of knowing when to be open and when to make concessions
- The importance of reading body language
A Four-Phase Model For The Negotiating Process
This training game is intended to provide participants with a four-phase model to apply to the negotiating process. Duration 60 minutes
Seeing The Other Side
This training game is intended to explain to participants how to focus on the benefits that a proposal offers the other party, and to provide a tool for analyzing benefits… Duration 60 minutes
Negotiating A Range of Variable?
This training resource is intended for use by trainers to devise a negotiating process and skills framework for the participants to use in future negotiations. Duration 90 minutes
Role-plays
All the games selected above for this training course are based on role-plays scenario
Assessments
Delegates will undertake the following assessments during the training
- Personal Negotiation Style
- Persuasion matrix
All Negotiation activities include self-assessment track sheet
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