Sales Negotiation Skills Training

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In business-to-business selling, ‘When the Selling stops, Sales Negotiation starts!'

Sales Negotiation Skills Training

Effective sales negotiation skills traning is crucial for every sales person, account manager and sales manager in order to achieve excellence in a robust sales negotiation process.

Negotiating Winning Solutions is the third module in our Professional Selling Programme which is endorsed by the ISMM (download pdf summary). We have developed a powerful sales negotiation process that is easily tailored to your business. This unique approach to sales negotiation, professionally applied, enables negotiators to:

• Enter the sales negotiation process from a position of strength
  

• Leave the sales negotiation with a ‘win-win’ solution
  

We have already tailored this powerful process for clients in capital goods, manufacturing, financial services and consumer durables. It is a process that covers:

• Investigation
  
  
  
  • Understanding the key issues in the sales negotiation - business, people and competition are identified and prioritised
  • Potential negotiation points are identified and ranked as core, non-core and minor issues
• Planning
  
  
  
  • Potential early trades are identified and their value maximised
  • The negotiation window is identified and trading margins established
  • Potential ‘opening gambits’ and ‘surprise moves’ are identified and planned for
• Implementation
  
  
  
  • Tactics – making sure the right negotiation tactics are used and professionally executed
  • People & Pressure – how stakeholders from the other party will react to pressure in the negotiation process
  • Closure – bringing in the negotiation to a close

TLSA’s sales negotiation skills training programmes are practical events that allow participants to practise programme content through case studies (either from our range of generic case studies, or designed around business scenarios that are specific to your business).

Participants completing a Negotiating Winning Solutions Programme will develop the skills to negotiate profitable, win-win deals through:

• Understanding when to negotiate
• Knowing how to gather key information, then plan and execute the negotiation process
• Becoming aware of how people behave to different levels of pressure in the negotiation process – and knowing how to deal with behaviours
• Knowing how to use 10 core negotiation tactics and when to use them

Next Steps

Contact us today to discuss your needs:

Call 0845 600 1556

Email us

TLSA The Sales Training Company

Sales Training / Sales Management Training / Sales Negotiation Skills Training