Training
Sales Negotiations FETAC Level 6
Date of Training: 16th & 17th SeptemberRegion: Dublin
Trainer: John Ryan, Evolve Learning Organisation Learning Consultants
Venue: Boardroom, O'Callaghan Davenport Hotel, Merrion Square, Dublin 2
Price for SII Member: EUR 590
Price for non-SII Member: EUR 640
Duration: 2 days
Type: Workshop
Sales Negotiations (FETAC Level 6)
In the business world we live in today, winning business and negotiating deals with customers continues to become more important. Fact: Very few professional sellers are thought how to negotiate formally or effectively. The ability to effectively manage a sales negotiation can often be the difference between making a sale and not. But there is no point negotiating a deal unless it arrives at a worthwhile outcome for both seller and buyer.
Many sellers capitulate at the first sign of push back from the customer. They often give away price without getting any concession or commitment in return. Many sellers find the whole concept of negotiating very stressful experience. With customers becoming increasingly more demanding in their approach to negotiations it is imperative that sales people are confident and well skilled in their approach to the negotiations. This course ensures you protect your margins resulting in higher profits.
Style of the Programme
The programme is very practical focusing on skill development using videoed role play with specific feedback from the tutor. There is a maximum of ten participants on the programme to facilitate the maximum amount of interaction and feedback to each participant. All participants will conduct a video role play to demonstrate learning in order to gain accreditation. Workbook and handouts support the programme.
This programme is ideal for:
Sales professionals and account managers who wish to prepare and negotiate the best possible deal for their business.
Programme Deliverables
• Focuses on the skills and knowledge required to empower sales people to plan, prepare and execute sales negotiations
• Clearly understand the behaviours and traits of a good negotiator
• Manage the negotiation process through its different phases in order to achieve a mutually beneficial business deal
• Identify the customer's negotiation behaviours, objectives, motives and tactics in order to maximise their position and maintain a good ongoing relationship
• Prepare and design a total negotiating plan including performance objectives
Programme Content
Preparing for the Negotiation
• Preparing your strategy and defining your desired outcomes
• Identifying your tradeables, concessions, bottom lines etc
• Understanding the other parties position /Needs based Negotiation
Conducting the Negotiation
• Develop an understanding of a Structured Approach to Negotiation
• Negotiation Skills and Techniques
• Controlling Responses
Negotiation Approach
• Presenting your product or service offering with confidence
• Awareness of reactions including Non-Verbal
• Dealing with different Personality Types
Developing Consensus
• Using Consensus building techniques
• Knowing when to make concessions
• Gaining On Going Commitment
Dealing with Objection
• Techniques to overcome objections
• Implementing techniques
Certification: This programme is Certified at FETAC Level 6
Trainer:
As National Sales and Training Manager of Golden Pages John developed many skills and competencies in the areas of Sales and Sales Management.
John has trained with Glaxo Smithkline, eircom, Allianz, HP, VHI, EMC, Hibernian, Great Place to Work Institute, to name but a few organisations.
As an Honours Business Graduate from DCU, specialising in Marketing John has a deep commercial focus, he also has a Training Certificate from NUI Maynooth and is a trained psychometrician.
Group Bookings of 4 or more receive 10% discount.
