NEGOTIATION SKILLS

E-Learning + Coaching

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NEGOTIATION SKILLS

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • A complete & comprehensive course designed for sales negotiations. 

  • Unique negotiation concepts, models and best practices for sales professionals only.   

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1: UNDERSTANDING THE FRAMEWORK FOR EFFECTIVE NEGOTIATION

 

  • Where does negotiation begin in the typical sales cycle? 

  • What are reason for Negotiation Objections?

  • How are Influencing Principles used in the Negotiation Process?

  • What are the 2 types of Negotiation and how are they related to Sales Negotiation?

  • What are the Steps in the Sales Negotiation Process?

  • What are the skills you need to be a successful Negotiator?

 

SESSION 2: GETTING PREPARED

  • What are the 7 Steps of Pre-Planning for a Sales Negotiation?

  • How do you set Negotiation Goals before your meeting?

  • How do you determine bottom-line positions?

  • How do you make a connection between your goals and your Prospects'?

  • How do you build a business case?

  • How do you define a concession strategy?

 

SESSION 3 THE NEGOTIATION MEETING

 

  • The 7 Steps in the Negotiation Meeting

  • Managing Negotiation Stress

  • Pinch Points in the Negotiation Meeting

  • Negotiation Plays- What to Say?

 

SESSION 4: PRACTICE

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: YOUR NEGOTIATIONS

  • Review of your most recent negotiations.

  • Which negotiations are stopping the sale?

  • What are the main causes of negotiations?

  • What are your current negotiation strategies?

 

COACHING WORKSHOP 3: MANAGING NEGOTIATIONS

  • The 7 Steps in Pre-Planning

  • What can assume, and what can you count on?

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.

  • Video review of your negotiation plays .

  • Coaching the details to deliver the sale.

  • Creating a practice plan.

  • Closing more deals.

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