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Sales Negotiation

Sales Negotiation

Duration (Days)

2

Overview

This course is designed for professional who needs to engage in frequent negotiations with demanding buyers who may have the upper hand at times. The course covers the strategic approach to preparing oneself to effectively engage in productive negotiations.

Objectives
  • Understand the principles of negotiation that undergirds a win-win outcome.

  • Identify the crucial elements needed to prepare for a negotiation strategy that is focused yet flexible.

  • Learn the approach towards conducting a negotiation from the onset to a close.

Course Outline
  • Sales presentation with a new prospect

  • Marketing services and intangibles

  • Managing product life cycle

  • The world of selling

  • The sales cycle & process

  • Characteristics of an effective technical sales person

  • Product vs. solution selling

  • Value proposition vs. preventive measures

  • Talk about benefits not features

  • Keeping the interest alive

  • Role of an engineer during a new account sales presentation

  • Buying behaviour of customer

  • Support sales executives with technical solutions & information

  • Objections are good

  • Sales negotiation & tactics

  • Pressure tactics