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Sales and Negotiation training videos
Sell more and sell at the right price
Advanced Sales Skills outline in English. Also available in French .
COURSE PROGRAMME : 2 DAYS
ADVANCED SALES SKILLS AND BETTER COMMERCIAL NEGOTIATION SKILLS.
Role plays written by country sales managers dealing with specific cases. Revision of the
techniques and concepts acquired in the basic Getting The Business and Keeping it course.
Summary of feedback, commentaries and action plans from the individual participants.
Get from the sales force a list of the obstacles and hindrances that they meet or perceive and
which are holding them back from achieving even better results and higher individual objectives.
Reinforce the basic sales cycle concept already dealt with in Getting The Business and Keeping
Presentation, discussion and summary of the different skills, justifications and techniques needed
to overcome price resistance.
Role plays to put into practice these techniques developed by the trainers and country sales
Discussion and presentation of strengths and weaknesses, pressure points and currencies of
exchange of the buyer and the salesperson. Their respective perceptions and implications.
Get the salesforce thinking from their own experience, to see different points of view, to better
know their buyer and currencies of exchange - subjective and objective which will influence their
business results up until the next century.
These experiences will be reworked in the face to face role plays on day 2.
Role plays to get the participants thinking about increasing their negotiation power, preparation,
establishing a clear dialogue in sales negotiations.
Presentation of the four stages of a negotiation: preparation, opening, exploring, closing.
Preparation of the framework for the negotiation along the following three lines:
* The Aspiration level : Your goal for the negotiation. What you want to achieve.
* The opening : The initial position , higher than the aspiration.
* The walk away : The point at which the deal is no longer in your best interest.
Objective : To establish and understand the framework and differences between the opening and
walk away bids.
Exploring currencies and concessions
Exploring sources of power
Identifying and overcoming pressure
Understanding the importance of behaviour
Reinforce self confidence
Closing your negotiation
To gain a clear understanding of aiming to achieve aspiration levels, and practice in applying
solutions to the problems that were defined at the beginning of the course.
The materials: 2 Videos : Dealing with Price Resistance
Sales Negotiating: Concepts and Practice
Participants workbook same format as Getting the Business and Keeping it so it can be added in
Plus complete trainers guide.
Train the trainer implementation available in French and English.
The preview or hire charge is entirely deducted in the case of the purchase of the videofilm so you
save time and make good decisions.
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