You want to gain your buyers commitment without sacrificing trust?
This is a sales negotiations course that results in more profitable sales. With Negotiation Skills sellers can guide the negotiation without yielding to discount pressures — while still offering valuable solutions to customers.
During this program you will learn how to:
Prepare negotiations by establishing a clear plan and strategy that will provide optimal results.
Recognize, understand, and respond to negotiating challenges and opportunities, in a way that strengthens the negotiating position of participants.
Manage expectations of the other negotiating party to minimize and/or remove the tension and stress, traditionally associated with negotiation.
Elevate negotiations to a more constructive levels.
Fully understand the needs that drive the negotiator's demands.
Avoid negotiations that are unlikely to result in a positive outcome for you or your organization.
Support and protect the interests and policies of negotiating organizations.
Apply negotiation techniques to make a positive impact and steer the negotiations towards valuable outcomes.
Definition of negotiations and the role in achieving the key goals of the organization
Types of negotiations and decision-making
Credibility as negotiating power
Core negotiating skills (communication, questioning techniques, listening)
How to recognize negotiation tactics and how to respond adequately
How to develop effective strategy and a plan for negotiations
Before the Course
Pre-course questionnaire for training participants. This questionnaire helps to tailor the content to the specific needs of the trainees and helps in providing real life examples for practical exercises during the course.
HiNT - Training & Coaching
In professional training and coaching for last 17 years, Dragan contributed to several international projects focused on Business Development, Sales Enablement and sales performance management.