Strategic Sales Negotiations

Strategic Sales Negotiations 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. 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 What You Will Cover Understanding the sales negotiation process from both perspectives—yours and the customer's Differentiating between selling and negotiating Using powerful sales negotiating/planning tools Addressing aggressive buyer demands face-to-face Developing stronger client relationships through win-win negotiations Applying strategies to favorably influence the four primary negotiating styles Creating a motivational climate for your buyer 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. Note: Several years of sales experience is recommended. Extended Training Description Learning Objectives Improve Sales Margins and Closing Ratios Influence How Customers View Your Product’s Costs, Benefits and Value Anticipate Buyer Behavior and Turn It into an Advantage Establish Your Credibility with the Buyer Develop Confidence-Building Skills That Maintain Your Control of Negotiations Role of the Professional Salesperson Understand the Difference between Manipulative Selling and Consultative Selling Be Aware of Key Sales Responsibilities of Professional Salespeople 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 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 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 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 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 Win-Win Sales Negotiations Be Able to Determine If a Sales Negotiation Was a Winner for Both Sides Be Aware of Many Critical Mistakes to Avoid in Sales Negotiations Understand the Importance of Following through after the Negotiation Is Completed Have a Better Understanding of Their Own Effectiveness in Sales Negotiations Understand How to Develop a Plan to Improve Their Sales Negotiation Effectiveness Power and Position in Sales Negotiations Know How to Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation Understand Fundamental Strategies for Various Power Positions Be Aware of Different Sources of Real and Perceived Power Increasing Your Personal Power in Sales Negotiations Be Able to Identify the Four Primary Negotiating Styles Understand the Primary Goals and Fears Which Motivate Each of the Four Styles Be Able to Apply Basic Strategies to Favorably Influence Each of the Four Styles Be More Effective in Persuading Buyers Who Are Different from Themselves Case Study: Negotiating a Mutually Profitable Win-Win Sale Have a Greater Appreciation for the Importance of Internal Negotiations Have Additional Experience in Developing Settlement Ranges Have Additional Experience in Identifying Negotiating Chips Have Additional Experience in Planning Concessions Have Additional Experience in Completing the Sales Negotiation Planner Be More Effective in Sales Negotiation Planning Be Able to Influence Buyer Behavior More Purposefully Be Able to Evaluate Their Personal Performance More Fully Tips for Achieving Success as a Sales Negotiator Be More Aware of Key Elements Which Lead to Success in Sales Negotiations     Pelatihan, Kursus, Seminar, Workshop Provider Download Katalog Pelatihan 2009

Instructor Schedule April 6-7, 2009 2 days Venue Aston Hotel Bandung Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR - 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com