COURSE: The Art of Negotiating & Closing
As Chester L. Karrass once said "In business you don't get what you deserve, you get what you negotiate".
If you run a business, it is essential to master the art of negotiating and closing; from negotiating the right price for your advertising and your IT requirements to selling your products or services, you will need to negotiate and close deals on a regular basis.
Overview
This intensive one day course gives you practical experience, as well as proven theory to help you negotiate for the best possible business results. You will come away from this course confident in your ability to negotiate well, to get the best deals and to develop long-term relationships with both your suppliers and your customers.
Objectives
By the end of this course delegates will be able to:
• Use proven techniques for successful negotiations
• Plan and prepare effectively for negotiations
• Calculate the variables in a negotiation both for themselves and for the other party
• Understand the importance of opening positions for both parties and use them to their advantage
• Identify their own and other's negotiation styles in order to achieve the best results
• Keep control in negotiations
• Handle objections with ease
• Close the deal
Course Outline
• What makes a good negotiator?
• Your mindset
• The three responsibilities of negotiation
• How to plan a negotiation
• The difference between preparing and planning
• The bargaining arena
• How to calculate variables
• Your opening position
• How to recognise different negotiation styles in others
• The balance of power
• Developing strategies for a win / win outcome
• How to handle objections
• How to close the deal
Maximum 6 participants
Time Management
The Art of Negotiating and Closing
Presentation Skills
How To Understand What Makes Your Customers Buy
Image and Impact: Body Language and How to Dress for Success
Introduction to Selling
The Art of Effective Cold Calling
The Effective Manager
Time Management for Sales Professionals
The Art of Effective Sales Presentations
