Strategic Selling
Overview
Improve your negotiation skills in a challenging environment and learn the tools to conduct negotiations in order to maintain positive long-term relationships.
Who should attend
Experienced sales and commercial people, key account managers and business development managers at a senior level.
Course objectives
By the end of this highly practical course, you will be able to:
- Build the confidence needed to conduct difficult negotiations carefully
- Cope effectively with more difficult people and stay in control
- Gain respect from yours customers and colleagues
- Secure results
Course content
Prepare yourself to the negotiation
- Understanding the issue at stake
- Understanding the climate of the negotiation
- Dealing with your nerves and managing pressure
- Choosing the most appropriate communication style
Think your Negotiation Strategy
- Understanding the main steps of negotiation
- Selling clear objectives
- Structuring your approaches and preparing your arguments
- Preparing bids and identifying the counterpart's position
Conduct with Difficult Negotiations
- Dealing with key accounts
- Giving and achieving concessions
- Dealing with professional buyers
- Handling objections and influencing positive outcomes
- Tackling competitors' offers
Close Win-Win Negotiations
- Choosing when and how to close a deal
- Obtaining commitments
Duration
Two day workshop
$965.00 +GST per person
Training Delivery Options
- Single public program booking (two day workshop)
- Price for in-house program available on request
- One on one or small group corporate coaching available
Please contact Katrena Friel at BSI Learning on 02 9993 0703 to discuss your program needs.