Negotiations
To whom it is intended
- Commercialists
- Key account managers
- Pharmaceutical representatives
- Insurance agents and brokers
- Bankers working with companies or VIP clients
Why
Negotiation skills are required for all sales employees, either in direct or indirect sale, and especially where sale cannot be concluded in a single visit, ie. where sale is a process. Advanced skills, small tricks, practical solutions and a lot of thoughtful exercises with analysis make part of this training.
The programme
- Negotiating in the context of sales
- Key elements of sales negotiation
- Bargaining lever
- Limit setting - start and end negotiation positions
- Bargaining as a central part of negotiation
- Knowledge of customer, competition, product
- Negotiating with an inconvenient client
- Some of the negotiation tricks
