Strategic Sales Negotiations

Strategic Sales Negotiations

Course Summary

Today’s purchasers are more attuned to the “real value” of what they’re buying.

Discover how to influence them and improve your profits!
Regain the seller’s advantage over today’s more sophisticated purchaser with the help of this strategic sales negotiation training. Learn the tools, techniques and savvy sales negotiation tactics that enable you to influence your buyer’s perception of cost, value and benefits. Close the sale by maintaining a flexible position that successfully counters your buyer’s negotiating moves.

Information

  • Fee
  • 125,000 yen (Excl. tax)
  • Venue
  • TBD
  • Language
  • English
  • Faculty
  • Quintegral Faculty
  • Location
  • Tokyo/Osaka/Nagoya/Others
  • Duration
  • 2 Days

How You Will Benefit

  • ・Discover through sales negotiation training how to improve sales margins and closing ratios
  • ・Influence how customers view your product’s costs, benefits and value to them
  • ・Anticipate buyer behavior and turn it into an advantage
  • ・Establish your credibility with the buyer
  • ・Develop confidence-building skills that maintain your control of sales negotiations
  • ・Be ready to justify your price when meeting price specifications
  • ・Use creative advantages to counter competitive offers

Who Should Attend

Sales professionals, sales managers, account executives, contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.

Course Outline

  • 1. Role of the Professional Salesperson
  • ・Understand the Difference between Manipulative Selling and Consultative Selling
  • ・Be Aware of Key Sales Responsibilities of Professional Salespeople
  • 2. Role of the Buyer Defined
  • ・View the Sales Negotiation Process More Objectively from the Customer’s Viewpoint
  • ・Understand the Concept of Selling Profitable Deals More Fully
  • ・Have a Better Understanding of Their Ability to Analyze the Financial Aspects of a Deal
  • ・Be More Aware of Their Perceptions of the Sales Negotiation Process
  • ・Have a Stronger Foundation for Selling to a Sophisticated Buyer
  • ・Be Familiar with Common Ploys and Countermeasures Used in Sales Negotiations
  • 3. Role of the Professional Salesperson Redefined
  • ・Have a Greater Understanding of a Typical Buyer’s Motivation in Most Situations
  • ・Be More Capable of Differentiating Themselves from Their Competition
  • ・Be More Aware of the Consultative Sales Processes
  • ・Understand the Difference between Selling and Negotiating
  • ・Understand the Importance of Selling First, Negotiating Last
  • ・Be Able to Handle Premature Negotiation Pressure from the Buyer
  • ・Know When and When Not to Negotiate
  • 4. The Sales Negotiation Process
  • ・Have Experience in Identifying Elements of an Offering
  • ・Understand How to Identify Negotiating Chips
  • ・Be Able to Assess and Define Their Negotiating Authority
  • ・Understand How to Create Value Which Offsets the Need to Make Concessions
  • ・Understand the Value of Maneuvering Room, Concession Planning, and Planning
  • 5. Using Powerful Sales Negotiation Planning Tools
  • ・Understand the Process of Establishing Settlement Ranges in Advance
  • ・Understand the Concept of Planning for Concessions
  • ・Be Familiar with the Sales Negotiation Planning Instrument
  • ・Be Familiar with a Format for Providing Feedback on the Sales Negotiation Process
  • 6. A Sales Negotiation Exercise
  • ・Have Practical Experience in Developing Settlement Ranges
  • ・Have Practical Experience in Identifying Negotiating Chips
  • ・Have Practical Experience in Planning Concessions
  • ・Have Practical Experience in Completing the Sales Negotiation Planner
  • ・Recognize the Importance of Planning
  • ・Be Able to Evaluate the Sales Negotiation Process More Fully
  • 7. Win-Win Sales Negotiations
  • ・Determine If a Sales Negotiation Was a Winner for Both Sides
  • ・Avoid Many Critical Mistakes in Sales Negotiations
  • ・Understand the Importance of Following Through After the Negotiation Is Completed
  • ・Understand Your Own Effectiveness in Sales Negotiations
  • ・Develop a Plan to Improve Your Sales Negotiation Effectiveness
  • 8. Power and Position in Sales Negotiations
  • ・Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
  • ・Understand Fundamental Strategies for Various Power Positions
  • ・Become Aware of Different Sources of Real and Perceived Power
  • 9. Increasing Your Personal Power in Sales Negotiations
  • ・Identify the Four Primary Negotiating Styles
  • ・Understand the Primary Goals and Fears That Motivate Each of the Four Styles
  • ・Apply Basic Strategies to Favorably Influence Each of the Four Styles
  • ・Be More Effective in Persuading Buyers Who Are Different from You
  • 10. Case Study: Negotiating a Mutually Profitable Win-Win Sale
  • ・Develop a Greater Appreciation for the Importance of Internal Negotiations
  • ・Gain Additional Experience in Developing Settlement Ranges
  • ・Gain Additional Experience in Identifying Negotiating Chips
  • ・Gain Additional Experience in Planning Concessions
  • ・Gain Additional Experience in Completing the Sales Negotiation Planner
  • ・Become More Effective in Sales Negotiation Planning
  • ・Influence Buyer Behavior More Purposefully
  • ・Evaluate Your Personal Performance More Fully
  • 11. Tips for Achieving Success as a Sales Negotiator
  • ・Become More Aware of Key Elements That Lead to Success in Sales Negotiations
  • 12. Using Powerful Sales Negotiation Planning Tools
  • ・Understand the Process of Establishing Settlement Ranges in Advance

Pre-Assignment

N/A

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