Course description
Negotiating to a Satisfactory Close
Negotiating to a satisfactory close. A crucial part of the sales process is the negotiation phase, and it is poor negotiating skills that most often lead to lost sales or a failure to maximise the potential of the sale. This course will offer participants the confidence to plan a negotiation strategy and execute it to perfection. Seven methods to improve negotiating are taught, and the most common negotiating errors are exposed. Through a series of role-plays each participant perfects the best negotiating technique for them.
This Negotiating to a Satisfactory Close course is available throughout the UK.
CPD Value 5.5 Hours
Outcome / Qualification etc.
- Greater confidence to negotiate at all levels
- Knowledge of strategic negotiation
- Achieving a successful conclusion for both parties
- To return to the workplace with well-practised negotiating techniques relating to their own individual sales situations
Training Course Content
- 09:30 - 10:00 Coffee & Course Objectives
- 10:00 - 10:15 Planning Negotiation (Participants are encouraged to aim high and be unpredictable as to how much they will concede.)
- 10:15 - 10:45 Seven Ways To Improve Negotiating (This module looks at the most common pitfalls in negotiating situations and how to overcome them.)
- 10:45 - 11:00 Coffee break
- 11:00 - 11:45 Setting Out Our Objectives (Emphasis here is not just on getting a sale but also maximising profit.)
- 11:45 - 12:15 Reasons To Listen (This module concentrates on keeping quiet and letting the customer do the talking.)
- 12:15 - 12:45 Closing Questions (21 types of closes are studied including the barter close which stresses the importance of bartering with goods in kind as opposed to money.)
- 12:45 - 13:00 General Discussion
- 13:00 - 14:00 Lunch Break
- 14:00 - 14:45 Main Negotiating Strategies (This module gives participants a wide choice of strategies to use to achieve their objectives)
- 14:45 - 15:15 Participants To Negotiate (Role Plays)(Working in groups of two or three, participants will negotiate with each other to get to their set objective satisfactorily.)
- 15:15 - 16:30 Seven Things To Avoid When Negotiating (Vital points are covered to ensure no participant leaves the course making any basic negotiating errors.)
- 16:30 - 16:45 Summary & Action Plans Agreed
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Reviews
Average rating 4.8
Very enjoyable and useful day. thank-you!
Very good course. Excellent.
Expenses
Fee includes all course materials, Participant packs, certification and lunch
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PTP: Practical Training for Professionals - leading provider of sales and management training in the UK
PTP - Practical Training for Professionals, have been delivering practical, hands-on training courses to professionals in the UK since 1991. PTP provide training course in several formats: in-house training, on a 1-2-1 basis or as public courses in more venues...
Great presentation style of delivery. Kept focus on topic.