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 SALES NEGOTIATING SKILLS – 2 Days |
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| NEGOTIATING | |||||||||
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The definition | ||||||||
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Different phases of negotiating | ||||||||
| PREPARATION | |||||||||
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The importance | ||||||||
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What needs to be prepared | ||||||||
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Analysing own offer | ||||||||
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Analysing the competition | ||||||||
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Analysing the customer | ||||||||
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Negotiating checklist | ||||||||
| DISCUSSION | |||||||||
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The Objectives | ||||||||
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The variables and their importance to each side | ||||||||
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Establishing position and interest | ||||||||
| PROPOSING | |||||||||
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If….then technique | ||||||||
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Choosing variables | ||||||||
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Effect of moving on price | ||||||||
| BARGAINING | |||||||||
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Handling customers who bargain | ||||||||
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Customer tactics | ||||||||
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Salesperson’s tactics | ||||||||
| NEGOTIATING – AN ART OR SCIENCE | |||||||||
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Price increase Vs. profitability | ||||||||
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Price decrease Vs. profitability | ||||||||
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The different styles of negotiating | ||||||||
| INDIVIDUAL ACTION PLAN | |||||||||
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Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the workshop | ||||||||
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