Duration . 1 days (8hrs)
Many sales professionals use discount as a strategy to close the sale. However, it greatly affects
a company's bottom line as every 1% discount given reduces the net profit by more than 5%!
In order to achieve a win-win outcome in a sales negotiation, it is important to understand
human psychology and develop a negotiation approach before coming to the negotiation table. This workshop aims to equip sales professionals with an effective negotiation
framework and techniques for achieving better sales terms.
At the end of the workshop, participants will be able to:
Understand the important principles and techniques of negotiation
Develop their own negotiation checklist using the negotiation framework
Create value proposition for better negotiation power
Achieve a win-win negotiation outcome
WORKSHOP OUTLINE / CONTENT
1. Essence Of Negotiation
Are you making the 5 most common negotiation mistakes?
Insights to the negotiation framework
2. Key Preparation For Winning a Negotiation
Develop the negotiation checklist
Create value proposition through research and analysis
3. Deploy Negotiation Strategies
Understand human psychology
Apply effective negotiation strategies and techniques
4. Conduct Negotiation
Create the right atmosphere and understand customer’s needs
Manage customer’s requests and overcome customer objections
5. Achieve Win-Win Outcome
Finalise the details of the sales contract
Gain customer commitment and achieve win-win outcome
The workshop is designed to deliver maximum results through experiential learning, case studies, group discussions, video, self-reflection and translation into an actual action plan that can be applied immediately at work.