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Who Can Attend ?
Anyone involved in the Sales Negotiating Process
Key Take Aways
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A stronger understanding of the different phases in
negotiation |
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The negotiation checklist |
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A bank of customer tactics and counter tactics |
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Price-profitability matrix |
Do these situations apply to you
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Effective handling of : |
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That’s too expensive |
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What’s your best price? |
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You will have to do better than that |
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We give you so much business! |
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Your competitor is selling the same for… |
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What’s your discount today? |
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Pressure for increased margins and profits |
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Ability to trade concessions and maximize
variables |
Then this is the programme for you
Programme Contents
Negotiating
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The definition |
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Different phases of negotiating |
Preparing
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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
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Discussing
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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
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Proposing
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If….then technique |
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Choosing variables |
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Effect of moving on price
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Bargaining
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Handling customers who bargain |
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Customer tactics |
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Salesperson’s tactics
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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
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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 programme |
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Your Investment
Rs. 16,500/- + 10.3%
Service Tax
This includes
the programme material,
lunch and refreshments
both the days.
The programme is
Non-Residential
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