Course objective

• Improve success rates in closing sales
• Demonstrate consultative selling
• Influence the way customers view the product, service and individual
• Turn buyers' behaviors into advantages
• Establish credibility with the buyer
• Develop confidence-building skills that maintain your control of sales negotiations

Course outline

• The Salesperson
• Consultative selling vs. manipulative selling
• Responsibilities of responsible salespersons
• Value of customer experience creation
•  Power of information (customers' needs and your capability)
• You’re Product - Service Factors
•  Your Value Proposition
• The Process - skills and attitude
•  The Strategic Sales Negotiation Process
•  Communication and Active Listening
•  Questioning, Clarification and Needs Identification
•  Buyer Behavior Insight
• Win-Win Negotiations
•  Planning for Concessions
•  Objection Handling and your Emotions
• Addressing Aggressive Buyer Demands
•  Countering Competitive Offers
•  Critical Mistakes in Sales Negotiations
•  Sales negotiation planning

Who Should Attend?

• Sales professionals, sales managers, account executives, contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.