Do you know how to tip the balance in a negotiation?
Are you fully aware of the stakes involved in your negotiations?
Can you reconcile ‘successful negotiation’ and ‘customer loyalty-building’?

By the end of the course, participants will be able to:

Understand the negotiation process.
Adapt their negotiating style to suit the context and what they know about the customer.
Optimize their preparation for negotiations.
Excel in face-to-face meetings by adopting the right behaviour.

The training programme:

The three dimensions of sales negotiation
– Process: organise the way you plan and prepare for your negotiations.
– Method: master the techniques of conducting negotiations.
– Relationships: adopt the most effective way to behave and communicate.

Process: lay the groundwork for your sales negotiation
– Evaluating the risks of sales negotiation.
– Choose your negotiating position before the meeting.
– Preparation.

Method: be an effective negotiator in meetings with professional buyers
– Mastering the seven keys to effective meetings.
– Avoiding the traps and tricks used by professional buyers.

The relationship: the heart of successful negotiation
– Communicating effectively.
– Developing interpersonal relationships.

Conclusion: six-point checklist to the three dimensions of negotiation
– Sell first, negotiate afterwards … if necessary.
– If you feel like a hostage, free yourself first.
– Feel responsible for your company’s margins, not your client’s.
– Negotiate the various terms of the agreement.
– Create a favourable relationship at the end of the contract
– Be a leader in your client relationship and not the great soloist virtuoso when negotiating with the buyer.

Main benefits for the participants:

Drive sales through effective negotiation.
Be a more proficient negotiator.
Be a confident negotiator.
Improve professional and personal relationships.

The main benefits for the company

Drive sales through effective negotiation.
Be a more proficient negotiator.
Be a confident negotiator.
Improve professional relationships.

2 days
Sales people or sales team managers
Pre-requisites: Proven experience in sales and negotiating