Mastering the Sales Negotiation Process
Summary

As this is just a half day course covering Negotiation it focuses on the key elements that are essential to anybody starting in business

Preparing for Negotiation
Determining Outcomes

The Variables

The Agreement Space

What’s your BATNA (best alternative to a negotiated agreement)

Negotiating is a two letter word!!!
Slicing the Salami-Price moves

Another Lever

Starting Prices

Price & Value

There’s always an IF

Effective Communication
Listening Skills & Questioning Techniques

Dealing with different personalities

Conducting a Negotiation
Opening / Prime Desire Statements

Building Rapport

Benefits before Features

The Socratic method

Overcoming objections

Closing a Negotiation
Recognising ‘buying’ signals

Selecting the best way to close