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Negotiating for Sales Professionals

Completed 2009

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How can you ensure that you gain the best deal for your company, balancing long and short-term objectives.

Course aims

To provide sales people with strategic and tactical negotiating skills. Most things in business (and in life) are negotiable. What that means is that the “deal” that you make - selling equipment, agreeing service levels or deciding who drives home - is not based on fairness or some natural law; it comes from your skills as a negotiator.

In this course we consider negotiating from a strategic perspective (getting the “best” deal today may impact what you get in the future) and focus on practical negotiating techniques.

Who will benefit?

Sales staff and managers
This is a highly participatory course; the entire course is based on a series of scenarios and case studies in which participants will practise applying the various techniques.

Why should you attend?

  • To understand the difference between transactional and strategic relationships - and the implications for negotiating
  • To learn how to assess the other player in the negotiation and adopt an appropriate approach
  • To gain an arsenal of negotiating tactics - and defences

Key content

  • What is negotiable - expanding the parameters
  • Understanding personality and the role of emotions in negotiating
  • The power of active listening
  • Exploring needs
  • Testing and summarizing
  • 30+ negotiating tactics - how to use them - and defend against them
  • Reaching agreement