How to Negotiate Favorable Agreements That Last

Overview

Negotiating Profitable Sales is a three day practical workshop to train you in the art of sales and negotiation.

Negotiating Profitable Sales will show you how to:

• Improve your profit margins
• Bargain with suppliers
• Negotiate complicated contracts
• Negotiate within your organization
• Negotiate fees and other client services
• Closer more sales
• Turn conflict into agreement
• Build good working relationships
• Identify customer and client needs
• Form win-win agreements.

Negotiating Profitable Sales - 3 Days

1. What is Negotiable?
   The essentials of effective sales negotiation
   Alternative to agreement.
   
   
2. The Negotiation Process
   The R-E-S-P-E-C-T Formula.
   The Seven Steps to Agreement:
   
   Step 1: Ready Yourself in Anticipation
   Setting achievable objectives
   Gathering critical information
   Preparing a winning strategy
   Choosing the right style.
   
   Step 2: Explore Each Other's Needs
   Testing your assumptions
   The art of discussion control
   Exploring interests for mutual satisfaction.
   
   Step 3: Signal for Movement
   Detecting signals
   Responding to signals.
   
   Step 4: Probe with Proposals
   
   Step 5: Exchange Concessions
   The do's and don'ts of trading
   Detecting and sidestepping traps
   The "If you will I will".
   
   Step 6: Close the Deal
   Coping with the last minute demands
   Making an acceptable final offer.
   
   Step 7: Tie Up the loose ends
   Summarizing items of agreement
   Following through.
   
   
3. Strategy and Tactics - Developing a Winning Strategy
   What strategy works best
   Choosing the winning tactics
   The common tactics
   Countering buying tactics.
   
   
4. Negotiating with Difficult People
   What can go wrong
   Breaking the deadlock
   Turning win-lose into win-win.
   
   
5. Styles of Negotiating
   The win-lose style
   The win-win style.
   
   
6. Building Winning Relationships
   Coping with differences
   The keys to sound communication
   Generating trust.
   
   
7. Increasing Your Influence
   How to read body language
   The art of questioning.
   
   
8. Developing Your Sales Negotiating Strength
   How to persuade others using time, power and information.
   
   
9. Combining your Negotiation and Selling Skills to Close More Sales
   The difference between selling and negotiation
   Integrating your sales and negotiation strategies.