Selling and Negotiation Skills Techniques
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Selling and Negotiation Skills Techniques Course
Introduction:
Join our intensive course specifically designed to enhance your negotiation skills. This hands-on training equips you with innovative techniques and alternative strategies that can be immediately applied to enhance business relationships and profitability. Gain the mindset of an expert negotiator, unlocking the power of beliefs and values in negotiations to achieve consistent win-win outcomes. In a challenging yet supportive setting, you'll have a unique opportunity to test and refine critical negotiating skills. Discover how to gain a competitive edge while maintaining positive relationships with clients, suppliers, and other parties. Don't miss out on this chance to thrive in negotiations and elevate your business game!
Course Objectives:
THIS COURSE WILL ENABLE YOU TO:
- Acquire a six-step process which you can use to plan your negotiations so that you can be sure that you have all the bases covered
- Develop and refine the 5 key skills crucial for expert negotiations: creating rapport, sensory acuity, yes sets, needs definition & sending positive messages
- Gain a structure within which you can effectively apply your new-found skills
- Understand how you can build on your own strengths and overcome your weaknesses in a negotiating situation
- Acquire a blueprint which you can apply for each negotiation you attend
- Know how to avoid common pitfalls and effectively handle "dirty tricks"
- Learn about Customer Service and Quality Management Tools
- Learn how to improve Customer Satisfaction
- Improve your people skills
- Learn how to proactively manage and control expectations
Who Should Attend?
This course focuses on advanced techniques and therefore participants will usually be middle or senior managers who already have some experience of negotiating either individually or as part of a team.
Course Outlines:
The Role Perception & Beliefs of Expert Negotiators
- Understanding the implications of the win/win concept
- Examining the 'inner game' of effective negotiation
- Auditing your own negotiation style
- Identifying how you can best further improve and refine your skills
- Describe how to use quality management tools and methods
- Build strong customer relationships
- Help influence and set customer expectations
- Measure their own degree of customer focus and be able to apply a variety of methods to get closer to the customer
- Implement improved people skills to enhance customer service
- Improve service to internal customers as well as external customers
- Use skills to build effective relationships
- Pairs exercise: applying the "future pacing" technique
The Art of Influence and Persuasion
Creating Rapport
- Building a sense of trust and understanding
- Pairs exercise: the pacing and leading concept
Sensory Acuity
- Interpreting underlying messages
- Explaining the three listening positions and when to use them
- Getting to grips with alternative questioning strategies
- Group exercise: listening and questioning skills
Needs Definition
- Understanding what the other side really wants
- Positions vs interests
- Power negotiation vs needs-based negotiation
- Individual exercise: charting needs definition diagrams
Yes Sets
- Building a history of the agreement into the meeting
- Overcoming resistance
- 'Reframing' technique
- Metaphor technique
- Feel/felt/found technique
- How to avoid making premature concessions
- Pairs exercise: Off the cuff objection handling
Sending Positive Messages
- Understanding the power of body language and voice quality
- The three-step assertive method
- The broken record technique
- Pairs exercise: Sending positive messages
Planning and Conducting Effective Negotiations
Planning the Negotiation
- Working through a 6 step planning process
- Specifying outcomes & building a database
- Analyzing the database and understanding where the power lies
- Building a settlement range
- Planning the negotiation
- Testing the plan
Conducting the Face to Face Meeting
- Working through the 6 step meeting process
- Agreeing outcomes and establishing the agenda
- Probing in order to develop an understanding
- Making proposals and giving and receiving concessions
- Applying effective closing techniques
- Agreeing on action & recording outcomes
- Monitoring the result
Coaching on Key Behaviors
- Receiving individual coaching and feedback on current negotiating behavior
- Analyzing strengths and weaknesses using negotiating skills assessment checklists
- Developing your key learning points
- Group exercise: Planning & role-playing a series of negotiations
Breaking Deadlocks
- Overcoming obstacles to agreement
- 'Chunk up' and 'chunk down' strategy
- The power of metaphor