Negotiation Skills for Sales
1 Day Training Course | £350 plus VAT
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Course Overview
Today’s customer demands a more professional sales approach than ever before. Awareness of the market, an understanding of the need for selective use of knowledge and the importance of attention to detail are some of the crucial elements of a successful sale. Sales people can fail because they do not ask the buyer to buy. This one day course is designed to concentrate on the important “close” and to enable delegates to maximise their opportunities to win business.
Course Outline
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Getting to the Close
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Closing Techniques
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- Asking the right questions
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- The Straightforward close
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- Identifying need / want / desire
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- The Assumptive close
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- Generating interest and talking benefits
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- The Testimonial close
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- The Stumbling Block close
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The right time to Close
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- The Presentation close
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- Reluctance to apply pressure
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- The “Ours versus Theirs” close
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- Fear of rejection
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- The Impassive close
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- Recognising buying signals
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- The Hook close
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- Losing the moment
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- The Fear close
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Get the objections on the table
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Rewarding yourself for a job well done
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- Listening to uncomfortable facts
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- Recognising hidden agendas
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- Setting real objectives
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- Reassuring the buyer
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- Recognising self delusion
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- Countering the objection
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- Self applause
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Who will benefit from the Negotiation Skills course?
This course will benefit all individuals with selling responsibilities.
By the end of the course delegates will have gained the following benefits:
- Examined the importance of generating interest and getting to the close
- Developed an appreciation of how to deal with objections
- Considered a range of different closing techniques