As companies strive to empower representatives through increasing levels of autonomy, the need for competent negotiation skills increases.

This programme will:

• Lead representatives through an analysis of the buying cycle, enabling them to understand the customer’s decision process, knowing when to sell and when to negotiate
• Enable representatives to understand the place of negotiation in complex sales
• Demonstrate a stepwise model to negotiation
• Coach the participants through the key skills and principles required in a negotiation
• Show when and how to close the deal
• Understand how to add value to key accounts for a win/win relationship, rather than automatically discount
• Understand the effects of bargaining, power and persuasion in negotiations

Outcomes

• At the completion of the training, participants will be able to:
• Demonstrate the key principles of negotiation
• Follow a stepwise model to negotiation
• Explain the differences and similarities between selling and negotiating
• Identify when to sell and when to negotiate in the buying cycle
• Know how to negotiate to create a win/win in their key accounts