Course Content - Sales Negotiation

Unit 1: Preparing for the Negotiation

• Determine the customer need(s) and propose solutions which will meet those needs and add value to the customer's business
• Use relevant previous customer communication/documentation to prepare for the negotiation
• Use strategic account planning information to develop an effective negotiation strategy e.g. SWOT analysis, relationship matrix
• Prepare a negotiation strategy which focuses on issues other than price

Unit 2: Conducting the Negotiation

• Use appropriate benefit statements to persuade the customer. Negotiate on issues other than price
• Listen to the customer, taking on board their positions and concerns
• Reach the desired outcome, whilst holding on the bottom line

Unit 3: Negotiation Approach

• Show drive and enthusiasm and display a confidence in the value of the solution
• Maintain an awareness of the customer's reactions (verbal and non-verbal)
• Maintain a positive and non- threatening attitude and demeanour that promotes confidence in the customers perception of your organisation to increase customer satisfaction

Unit 4: Developing Consensus

• 'Park' issues that will detract from the key negotiation points
• Make concessions at the right time in order to move towards achievement of the desired outcome
• Recognise when the optimum solution has been achieved
• Close the discussion, summarising and gaining commitment to future actions

Unit 5: Developing Consensus

• Use appropriate listening and questioning techniques to understand the customers position  bottom line
• Understanding of the proposed solution
• Objections to/acceptance of the proposed solution
• Acknowledge customer objections
• Answer the customer's objection and confirm that they have understood the answer

For information on future Sales Negotiations courses check our schedule or call your local office now!