Formation Negotiation Skills
formation Negotiation skill, formation Sales Negotiation
Before closing a deal we have most of the time a negotiation phase. Without negotiation skills, we take the risks to unsatisfy the company’s interests (lowmargins, unrealistic service level agreements,etc.) and the client’s needs.
Negotiation skills are key assets for any salesperson to create win-to-win and long-lasting relationships with clients.
Objectives:
- Evaluating our own strengths and weaknesses as a negotiator
- Mastering the tools to effectively prepare a negotiation
- Leading a structured negotiation meeting
- Having the right attitudes in a negotiation meetings
- Closing a win-to-win negotiation
Programme:
What is negotiating when selling?
- Differences between selling and negotiating
Defining your style as a negotiator
- The 5 different profiles : their pros and cons
Preparing the negotiation strategy : Methods and tools
- Defining the right objectives : where are you heading?
- Measure the stakes of the negotiation
- Evaluating the bargaining power between parties
- Selecting the right negotiation strategy
- Determining your best outcomes and bottom lines
Steps in a typical negotiation meeting
- Opening the negotiation meeting
- Arguing objectives and supporting cases
- Qualifying and exploring possibilities
- Identifying agreeable trades
- Closing and sustaining the agreements
Attitudes to influence during the negotiation meeting
- Using the right body language
- Persuasive Communication that helps
Methodology:
Structured methodology and extensive role playing with feedbacks. We use a video camera in role playing to work on persuasive communication and attitudes.
Vous trouverez d'autres formations en rapport avec cette formation Negotiation Skills dans notre filière de formation Sales Efficiency et notre filière de formation Training Courses.
Vous pouvez également trouver des formations Negotiation skill, Sales Negotiation.
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"J'ai beaucoup appris lors de cette formation qui a bien correspondu à ce que j'attendais. Un grand merci au formateur"