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Negotiation Skills

NEGOTIATION SKILLS

Anyone can sell on price, the secret to effective negotiation is that everyone feels like a winner. If every sale you make is at the bottom-line price, your team are eating into your margins.

 

Whilst there will be customers who are motivated by price, often customers are looking for something else from a product/service. It may be awards, testimonials, or longevity. Developing a deeper understanding of added value will lead to higher value sales and improved customer service.

OBJECTIVES:

  • Develop a deep and comprehensive understanding of the negotiation process
  • Understand that different customers have different motivations and how to reach these
  • Use interactive exercises to gain a deeper understanding of negotiation from both the sales side and customer’s point of view

ATTENDEES WILL LEARN:

  • How to use the four behaviour types to analyse customers’ behaviours and motivations
  • An understanding of the different driving forces of customers in order to tailor your negotiation approach
  • How to sell not solely based on price
  • An understanding of added value
  • How tailoring your negotiation approach can have a positive impact on customer service and customer relationships
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