MODULE "NEGOTIATE BETTER"

Train your whole sales force  (sales team, managers, customer service…) to win profitable offers.

TRAINING OBJECTIVES

Identify negotiation steps and methods.

Build convincing and adapted arguments.

Manage objections and get around negotiation blockages.

This training course makes you aware of your knowledge and of the fundamentals of the negotiation process so as to reinforce your reflexes and achievements and anchor good practices.  The participant will leave the course with tools for immediate application.   

2-DAY COURSE

PROGRAMME

Prepare and start a negotiation

  • Identify key stakes and strengths

  • Define your objective and margin of manoeuvre 

  • Define your Plan B 

 

Defend your position and your offer 

  • Avoid pitfalls and traps

  • Keep control

  • Argue, neutralise objections  

 

Get customer buy-in and engagement  

  • Identify signals of agreement and disagreement and decode them  

  • Master validation techniques  

  • Minimise and value concessions by trade-offs

  • Defend your position and prix through high-impact arguments 

  • Trigger engagement 

  • Seek buy-in, get to yes, involve your prospective customer

 

Manage tricky situations  

  • Dare to continue when faced with “NO”, defend your prices, master buyer typologies
     

Conclude

  • How to get to and boost your conclusion 

SUR MESURE

CUSTOMIZED

PRIOR TO THE SESSION

A 2-DAY face-to-face course dedicated to implementation and to each participant’s simulations  

Access to on line E-learning academy

5 modules with a duration of 5H.

24/7 access to E-learning academy

 

PEDAGOGICAL METHODOLOGY

 

This rhymical training course alternates interactive situations and transpositions to participants’ cases, with various dynamic types of pedagogical input and supports (videos, games, exercises, exchanges, practise sessions ...)

 

PARTICIPANT PROFILES

Directors, sales teams, management teams of all sizes, from industrial or service companies.

If you operate in a highly competitive, price-sensitive environment, if buyers are more and more demanding and expert in purchasing techniques, if you are progressing to take on new assignments, if you want to strengthen your skills, this training course is designed for you ...

PRE-REQUISITES

This training course has no pre-requisites 

 

See also:

Our advice in sales organisation and professional skills. Certain topics will certainly be of interest to you to help grow your business.

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