open - (Page 69) Sales Essential Negotiation Skills The ability to negotiate effectively is a key skill which drives all sales and commercial transactions. This programme guides new and inexperienced negotiators through the negotiating process, builds underpinning knowledge and understanding, introduces the fundamental skills and techniques of negotiating, and begins the practical application of learning for transfer into the workplace. Communication and persuasion tools 9 verbal questioning techniques 9 10 persuasive techniques to build agreement 9 sources of power 9 communicating across various media Objectives and stages of a negotiation 9 ‘win-win’ definition and benefits 9 building relationships from your negotiations 9 identifying the key issues for both sides 9 Cegos Five Golden Rules© framework for successful negotiations Preparing for a negotiation 9 understanding the history, identifying SMART objectives 9 concessions and counterparts - key arguments 9 assertive and aggressive behaviours, assertive phrases Who can benefit? 9 external and internal customer facing staff 9 sales, commercial and all other functions who need to achieve consistently good results from negotiations Objectives By the end of the programme participants will be able to: 9 9 9 9 9 9 build a negotiation plan for two upcoming important negotiations recognise and combat the tricks played by win-lose negotiators create a Value Proposition for their negotiation progress through the 5 stages of the actual negotiation develop a personal list of release-able concessions plan a negotiation strategy Manchester Apr 1-2 Nov 18-19 London Jan 30-31 Sep 24-25 PROGRAMME Building a Value Proposition for your negotiation 9 features – advantages – benefits matrix 9 the SPICES© model – personal motivation in decision making Ref: SL10 2 days £398 + VAT Blend your learning experience with the following short e-courses Short e-course title Negotiating Skills Code Fee AC104 £24.99 Advanced Negotiating - to defend and protect your margins The pressure to give larger discounts to sell products and services has never been more acute. This programme shows more experienced sales people how to meet this challenge and ensure that they not only retain valuable customers, but also maintain profitability. TOOLS Objectives By the end of the programme participants will be able to: 9 plan and prepare for all types of negotiation 9 understand the impact on company profitability of discounts or other concessions made to a customer 9 put into practice the Cegos Five Golden Rules of Negotiation© 9 recognise and avoid the tricks and traps set by professional buyers 9 retain and develop highly profitable customer relationships Manchester Feb 12-14 London Aug 19-21 Ref: SL5 3 days £597 + VAT Blend your learning experience with the following short e-courses Short e-course title Negotiating: Dirty Tactics and Their Solutions Code AC74 Fee £29.99 © Cegos UK 2008 69
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