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Course Dates
Our next course will be held on:
19th-20th Aug 2010
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Bewley's Hotel
Ballsbridge
Dublin 4 |
Cost: €1200.00 per participant
Book Online For €1080.00
Includes: course notes, lunch & refreshments
To book click
here
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Content
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PROFESSIONAL SELLING v SALES NEGOTIATION |
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HOW TO RECOGNISE THE CUSTOMER'S DESIRE TO NEGOTIATE |
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A REVEALING INSIGHT INTO THE NEGOTIATION PROCESS |
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THE VITAL PLANNING AND PREPARATION REQUIRED FOR NEGOTIATION |
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NEGOTIATION STYLES |
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CONSTRUCTING CREATIVE VALUE OPTIONS |
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MOVEMENT AND CONCESSIONS |
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SALES NEGOTIATION TACTICS |
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VERBAL AND NON-VERBAL COMMUNICATION |
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NEUTRALISING THE EFFECTS OF PLOYS DURING INTERACTION |
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SALES NEGOTIATION SCENARIOS |
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VIDEO ROLE-PLAY AND PERFORMANCE EVALUATIONS |
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Description
The primary objective of this course is to increase participants' awareness
of the negotiation process, enable them to implement effective tactics during
selling interaction and construct a framework where both parties achieve
a mutually profitable and acceptable outcome from the transaction.
Designed exclusively for salespeople and combining instruction with role-playing
and practical exercises this course will show participants how to build
value concepts and neturalise ploys instead of relying on discounting and
price-cutting. It focusses on the skills of not just getting the business
but getting it with profitable margins while maintaining good relationships
with customers. Participants who have already attended our Field Selling
course or who have previously undergone formal sales training will find
this programme benifical in advancing their selling skills.
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Who will benefit: |
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All field based sales executives in particular
those who have had previous formal sales training and want to advance
their skills. Account managers who negotiate LTA's and sales executives
whose cycle is lengthy and are seeking to commit the customer to
a substantial agreement. |
We can come to you and
conduct this course onsite: View Group Training details |
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