NEGOTIATION SKILLS
E-Learning + Coaching
DOWNLOAD THE WORKSHOP PLANNER!
NEGOTIATION SKILLS
E-Learning + Coaching
BIGGEST TAKEAWAYS...
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A complete & comprehensive course designed for sales negotiations.
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Unique negotiation concepts, models and best practices for sales professionals only.
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Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming.
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Performance based quizzes and exams to knowledge check sales best practices.
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Live Online Coaching to reinforce, practice and integrate acquired skills.
PARTICIPANT PROFILE
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B to B Sales Professionals
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Territory Account Managers, Key Account Managers and New Business Development Reps.
E-LEARNING COURSE
SESSION 1: UNDERSTANDING THE FRAMEWORK FOR EFFECTIVE NEGOTIATION
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Where does negotiation begin in the typical sales cycle?
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What are reason for Negotiation Objections?
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How are Influencing Principles used in the Negotiation Process?
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What are the 2 types of Negotiation and how are they related to Sales Negotiation?
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What are the Steps in the Sales Negotiation Process?
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What are the skills you need to be a successful Negotiator?
SESSION 2: GETTING PREPARED
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What are the 7 Steps of Pre-Planning for a Sales Negotiation?
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How do you set Negotiation Goals before your meeting?
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How do you determine bottom-line positions?
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How do you make a connection between your goals and your Prospects'?
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How do you build a business case?
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How do you define a concession strategy?
SESSION 3 THE NEGOTIATION MEETING
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The 7 Steps in the Negotiation Meeting
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Managing Negotiation Stress
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Pinch Points in the Negotiation Meeting
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Negotiation Plays- What to Say?
SESSION 4: PRACTICE
COACHING WORKSHOPS
COACHING WORKSHOP 1: GETTING STARTED
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Identify and agree on a defined coaching plan
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Checklist of key concepts and tools to review
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Question and Answer
COACHING WORKSHOP 2: YOUR NEGOTIATIONS
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Review of your most recent negotiations.
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Which negotiations are stopping the sale?
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What are the main causes of negotiations?
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What are your current negotiation strategies?
COACHING WORKSHOP 3: MANAGING NEGOTIATIONS
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The 7 Steps in Pre-Planning
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What can assume, and what can you count on?
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How can you be more persuasive?
COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.
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Video review of your negotiation plays .
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Coaching the details to deliver the sale.
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Creating a practice plan.
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Closing more deals.