Art of Sales Negotiation Training Course

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SKU: 0011

In Sales, presentations and negotiations go hand-in-hand and a well-trained sales organization will be more successful and will capitalize on greater opportunities. Negotiations should not be feared; rather they should be viewed as an opportunity to close deals and solidify relationships. High level negotiations as well as transactional dealings should be conducted to enhance the collaborative relationships formed with customers.

Course Summary:
Principled behaviour is critical to successful negotiations and to the long-term, on-going relationship with the customer. The Art of Sales Negotiations explores the unique aspects of negotiating within the sales environment. This course is customized for the sales, customer service and external-facing organization to ensure that the company’s needs are met, while the external customer relationship is enhanced. The Performance Management Academy reviews the strategic aspects of negotiating and provides the tools that lead to a resounding “Yes”!

Course Outline and Key Topic Areas include:

•    Recognizing the Need for a Win-Win Solution
•    Principled Negotiations with Customers
•    Understanding the Business Buyer’s Motivation
•    Getting to “Yes” Without Negotiating
•    Knowing When to Negotiate
•    Negotiation Types and Styles
•    Analyzing You / Your Customer’s Positions
•    Using Communication and Listening Skills to Set the Tone and Control the Negotiations
•    Use Persuasive Skills to Make Your Point
•    How to Handle Intimidation Tactics
•    Understanding Your Needs and Your Customer’s Needs
•    Develop Your “Best Alternatives” and Empower Your “Walk Away” Position
•    Identifying and Developing and Evaluating Alternatives
•    Steps to a Negotiated Solution and Achieving a “Yes”

2 Days

Who Should Attend:
All members of the sales organization (Sales Managers, Sales Professionals, Account Executives, Customer Service, etc) that engage in communications with external customers.

How You Will Benefit:
•    Develop the confidence, skill-set and strength to enter into negotiations
•    Learn why “principled negotiation” works best and the need to maintain positive relationships
•    Understand your customer’s (the buyer’s) motivation
•    Understand how to create a good negotiating environment
•    Learn how to secure “Yes” without negotiating
•    Understand when you need to negotiate
•    Recognize negotiating types and styles
•    Learn to use communication and listening skills to “set the tone” and “control” the negotiations
•    Know how to recognize visual and non-visual cues and how to use them
•    Develop the skills to persuasively present your position
•    Learn how to handle hardball negotiations and intimidation tactics – and solidify your customer relationship
•    Understand the desirable traits of a successful negotiator
•    Build the skills to analyze and identify individual and organizational motivations
•    Learn to identify and develop alternatives that would strengthen your position
•    Learn to develop your “best alternatives” and empower your “walk away” position
•    Learn the steps to a negotiated solution and to achieving a “Yes”
•    Learn to alter the approach between “high trust” and “low trust” negotiations
•    Understand how to optimize the negotiated solution

Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.



Price: $1,590.00

Please select the preferred date of the program you'd like to register for. See Locations and Schedule.