ISMM Effective Negotiation for complex or high value sales
ismm negotiation for complex or high value sales - 1 day
This is a comprehensive training programme which includes a team role play covering all aspects of the negotiation process from proposal to contract win stage. A combination of training, role plays and feedback at each stage of the process. Numerous variables for products, services, solutions and terms to negotiate in the scenario & case study given for the role play exercise.The course focuses on how to effectively negotiate high value products, services and solutions. The skills, methods and techniques focus on developing a win:win situation which ensures respected and valued relationships with clients to increase client spend, loyalty & enhance your business profitability. For In House programmes the course is customised to what you sell and market place.
Course content includes:
- Preparation for effective negotiation
- Roles within the negotiation process
- How to define your negotiation options and trade offs to maintain profit margins and meet client needs
- Defining walk away points to avoid winning non profitable business and de valuing what you provide
- Top tips for effective negotiation
- Developing and maintaining rapport through negotiation discussions & communication to create long lasting client relationships post sale
- Spotting buying signals so you know when to close or gain commitment
- Managing and controlling meetings with multiple people
- Learn how to develop supporters at all levels within an account, access and influence decision makers at all levels
- Identifying business and personal drivers for each type of decision maker role to build up support at all levels
- Learn the different professional buyer styles and how to deal with them to negotiate effectively
- The tactics professional buyers use and how to effectively deal with them
- Effective communication methods, how to persuade, influence and build rapport
- Concluding discussions at point of agreement ,confirming next steps and process with clients to avoid delays & additional changes
- Ways to gain and test commitment and close the deal
- Customer engagement to gain repeat orders and referrals
Wide range of open courses start from £195+ vat per person. Contact us for more information or to book a course
