Training Programs

Sales Negotiations

Business Challenge

Customers expect business negotiations to result in positive, fair outcomes that satisfy all parties. This expectation requires salespeople who can negotiate in any sales situation, ensuring outcomes that preserve the relationship and create benefits both for the customer and the selling organisation. The sales Negotiation course teaches negotiation methods that enhance both the customer relationship and sales results. The course builds for working all phases of the negotiation, from preparation to follow-through.

Key Content
  • Driving principles that high performers use to ensure successful selling process.
  • Critical skills to identify the customer's position, create forward momentum and influence the customer's perception.
  • Discussion of five modes of negotiation and how they relate to result and relationships.
  • Examination of the perceived value that the customer is receiving and giving in the sales negotiation.
  • Practical application of five skills for surviving a competitive negotiation.
  • A worksheet tool for preparing and conducting competitive negotiations.

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We can help

  • Is the loss of control over key accounts impacting your revenues?
  • Are you looking at developing strategic account management capability of your sales force?
  • Do customers see value and view your relationship as strategic?
  • Can your account managers evolve from operating at transactional to higher levels?
  • Are you looking to build capabilities of your account managers to operate in a global sales environment?
  • Are you looking at developing your account managers as trusted advisors with key accounts?
  • Are you operating in the SMB segment and want to develop you account managers?

Talk to us

Hand phone: +91 99721 75616