Selling Skills And Negotiation in English, školení

Target Group: Sales and Product Team

Goals & Target Practice:

• Gain a greater awareness of how to build trust and how different types of behaviours interact in the selling environment affecting relationship building.
• Understand the selling process and a systematic way to remain in “sync” with their customers allowing them to get to "yes" faster and easier.
• Learn how to consistently communicate value throughout the whole selling interaction by understanding the true costs of doing business.

Content:

• How to prepare for negotiation.
• Importance of active listening.
• Questioning as a tool for analysing, conversation steering and reducing conflict potential. 
• Phases of sale meeting – what can be skipped and what should not be underestimated. 
• Understand the critical buying factors for their customers. 
• Anticipate and handle customer’s negative behaviour, conflict, and objections.
• Use creative problem solving to enhance solutions and recommendations in order to meet their customer’s specific requirements.
• Learn how to get agreement on action steps to bring closure to discussions.
• Delivering unpleasant news.
• Implement persuasive communication techniques.
• Achieve projection of control and confidence.
• Carry out a self-critique program to evaluate implementation of the skills and make performance results long lasting.

Methods & Tools:

Program can be adjusted according to needs, level and progress of participant.

• Model situations, examples and case studies.
• Audio/video analysis and feedback.
• Practice real-life situations.
• Simulations and role playing.
• Individual and group coaching.
• Discussion.