《Negotiating to Defend and Protect Your Margins》課程大綱
The first day
Morning 9：00－10：30
Mastering communication skills
- being an effective negotiator
＊Objective, methods and principles of communication
＊Understanding the obstacles in communication
10：45－12：00
＊ Active listening
＊ Effective questioning skill
＊ Appropriate expression
Afternoon 13：00－15：00
2. Why customers negotiate?
＊Duties of sales persons
＊Motivation and needs of customers
15：15－17：00
3. The power of influence
＊External influence
＊"lnner" power
4. Enhancing arguments, overcomeing obstacles
- being a convincing negotiator
＊Formulating arguments：F-A-B-E
＊Skills to reinforce arguments
The second day
Morning 9：00－10：30
5. 5 principles for business negotiations
- being a professional negotiator
10：45－12：00
Case study and practice
6. Identifying the traps of your adversary
- being an intelligent negotiator
＊Common traps used
＊Your solutions
Afternoon
13：00－15：00
7. Avoiding conflicts and consolidating relationships
- being a sales strategist
＊Avoiding conflicts
＊Consolidating the relationship
＊Criteria for a successful negotiation
15：15－17：00
Is price a problem?
Answer questions
Nego with KA
《Negotiating to Defend and Protect Your Margins》課程目的
Salespeople spend significant amount of time negotiating – often without realizing it! How can your salespeople meet the challenge from the acute market competition and ensure that they not only retain valuable customers but also maintain profitability? Our comprehensive skill improvement package covers all the essential elements required to succeed at negotiation and secure a better deal.
The course will enable participants to:
Plan and prepare for negotiations of all types
Put into practice “rules of negotiation”
Recognize and avoid the tricks and traps set by professional buyers
Retain and develop highly profitable customer relationships
《Negotiating to Defend and Protect Your Margins》所屬分類
市場營銷
《Negotiating to Defend and Protect Your Margins》內(nèi)訓服務(wù)流程
020-29042042
