Course code: D-NPP - call 0845 071 2801
Overview
Course duration: 2 days.
Optimise the potential of a client meeting through establishing a confident and positive relationship that will lead you to results and success.
Is it right for me?
Suitable for junior sales professionals, commercial, business development and account executives who organise meetings with existing or potential clients and who wish to develop or gain new business.
What will I learn?
By the end of this highly practical and interactive course, you will be able to:
- Conduct your client meetings in a more professional manner to make a bigger impact
- Develop your questioning and listening skills
- Follow a structured approach to maintain control
- Know how to gain a commitment and move forward
What will it cover?
Identify the Stake of a Negotiation
- The objective: creating value and protecting margins
- The constraints: Identifying the bottom line and the price limit
- Adapting your strategy to the client
- Coming up with a positive result
Evaluate your Current Negotiation Style
- Identifying your strengths and weaknesses
- Identifying your objectives and limits
- Analysing your successes and failures
Prepare the Negotiation
- Setting objectives and devising a selling strategy
- Defining, articulating and positioning business value
- Knowing the purchasing cycle: how and when to gain client commitment
Approach your Customers
- Identifying customers' buying processes and needs
- Understanding customers' 'perception of value'
- Implementing a sales strategy
- Emphasising superior value throughout the entire sales cycle
Master the Negotiation Process
- Opening the negotiation and taking control of the process
- Conducting the negotiation
- Gaining cooperation from others and practising active listening
Keep your Margin and Close the Deal
- Take it or leave it: dealing with pressure and objections
- Selling value instead of negotiating price
- Avoiding common mistakes
- Building confident relationships with clients
Training Method
- Participants will take part in practical exercises and have the opportunity to reinforce their learning and apply the techniques learnt.