'Sales Negotiation Skills' Workshop Content
We conduct customised workshops for sales and account management teams which include:
Introduction and Overview
- Negotiating situations assessment
- Pre-workshop questionnaire
- Critical sales negotiation issues
Negotiation is a Continuum
- Effective negotiation enhances our future position
- Creativity in negotiation
- Negotiation as a process
- Five major approaches to negotiation
Case Study
Understanding, Acquiring and Using Power
- Six negotiating powers
- Judicial use of power
- Purchasing cycle of a buyer
- Successful strategy for preparation
Setting the Stage
- Rules for effective negotiation
- Selecting the location for a negotiation
- Steps in effective negotiating
- Negotiation planner
- Analyzing and classifying the issues
Case Study
Relationships: Building Negotiation
- Implementing strategies and tactics
- Gaining the buyer's trust
- Presenting, questioning and bargaining
- Dealing with surprises
- Effectively using your competitive advantage
Case Study
Personal and Team Action Strategies
Sales Negotiation Checklist
Client sales and account management teams also implement Fortune's 'Solution Based Selling' multimedia training system in combination with the workshop.
