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How to Negotiate and Win More Deals
Selling and negotiating can seem similar but are in fact different. The salesperson when negotiating must be in a position to vary terms in order to get a sale.
In negotiating, you are giving something away to get the sale. In selling you are using influencing and persuasion skills to make the sale. Part of selling is developing the desire to buy. In negotiations the desire exists but the terms must be adhered to close the sale. This training deals with negotiating a sale that has been agreed to by both seller and buyer.
It is important for the salesperson who is going into a negotiation to spend time to prepare and strategize their approach. A thorough understanding of the issues and objectives of their company as well as those of their potential clients, need to be clear in the minds of the salesperson responsible to carry out the negotiation.
Winning or losing the negotiation largely depends on how well the salesperson prepares and plan his/her negotiation strategies since the result in any negotiation is to go for a win-win outcome.
This 1-day highly interactive and participative training course, using actual projects/scenarios of the participants, will impart the necessary sales negotiation skills and techniques that the salesperson can use to negotiate and win business at the desired prices.
In negotiating, you are giving something away to get the sale. In selling you are using influencing and persuasion skills to make the sale. Part of selling is developing the desire to buy. In negotiations the desire exists but the terms must be adhered to close the sale. This training deals with negotiating a sale that has been agreed to by both seller and buyer.
It is important for the salesperson who is going into a negotiation to spend time to prepare and strategize their approach. A thorough understanding of the issues and objectives of their company as well as those of their potential clients, need to be clear in the minds of the salesperson responsible to carry out the negotiation.
Winning or losing the negotiation largely depends on how well the salesperson prepares and plan his/her negotiation strategies since the result in any negotiation is to go for a win-win outcome.
This 1-day highly interactive and participative training course, using actual projects/scenarios of the participants, will impart the necessary sales negotiation skills and techniques that the salesperson can use to negotiate and win business at the desired prices.
Objective
At the end of the course, participants will be able to:
1. Understand why you should avoid or delay negotiations.
2. Understand the aim of negotiating.
3. Learn the qualities of the best negotiators.
4. Look out for price negotiating dangers.
5. Identify the key requirements to a successful sales negotiation.
6. Recognize the qualities of the best negotiators.
7. Recognize when to Give & Take Concessions.
8. Select and apply the relevant techniques and strategies of sales negotiation.
1. Understand why you should avoid or delay negotiations.
2. Understand the aim of negotiating.
3. Learn the qualities of the best negotiators.
4. Look out for price negotiating dangers.
5. Identify the key requirements to a successful sales negotiation.
6. Recognize the qualities of the best negotiators.
7. Recognize when to Give & Take Concessions.
8. Select and apply the relevant techniques and strategies of sales negotiation.
Outline
1. Negotiating versus Selling
2. The rules to sales negotiating
3. The aim and requirements for negotiating
4. The qualities of the best negotiators
5. Giving and taking concessions
6. Price negotiation dangers and negotiate the entire package
7. The best negotiating strategy
8. The keys to successful negotiation
9. Face to Face negotiation techniques
10. Ten essential points of negotiation
11. Check list of factors when negotiating
2. The rules to sales negotiating
3. The aim and requirements for negotiating
4. The qualities of the best negotiators
5. Giving and taking concessions
6. Price negotiation dangers and negotiate the entire package
7. The best negotiating strategy
8. The keys to successful negotiation
9. Face to Face negotiation techniques
10. Ten essential points of negotiation
11. Check list of factors when negotiating
Who should attend
- A must for all newly-appointed sales professionals who wish to succeed in a highly competitive Business to Business sales environment.
- Existing sales professionals who wish to upgrade themselves to improve their sales performance for the company.
- Sales professionals who wish to transform themselves from Ordinary performers to Outstanding Business to Business sales professionals.
Profile of Andrew Soong
Sales Performance | Leadership Development | Personality Profiling | Learning Experience | Skills to Performance
Andrew is a very dynamic, vibrant, entertaining and engaging speaker. His signature speaking and training style of ‘Edutainment’ effectively connects with and imparts essential learning skills to the participants in his keynote speeches and training workshops.
Andrew has more than 15 years of training & facilitation experience and more than 30 years of business-to-business sales and senior leadership experience having managed teams of different nationalities. He brings with him a wealth of training & facilitation experience in the subjects of Value- Added Selling, Sales Negotiation, Business to Business Selling, Presentation and Speaking Skills, Leadership Skills, Communication Skills, Likeability Skills and many others.
Andrew held various sales and senior leadership positions from a Managing Director to a Regional Sales Director with a US Fortune 500 Multinational company. Andrew has trained C-Suite Executives, Senior Sales Leaders, Entrepreneurs, Sales Managers, Sales Engineers and International Business Leaders from Multinational and local companies in Asia Pacific.
Andrew lends his expertise across all industries. Many of the workshop successes include specialists who are in the Aviation, Distribution, Oil & Gas, Manufacturing, IT, Dental, Telecommunication, Banking, Finance, Medical, Life Science, Security, Printing, Electronics, Public Utilities, Retail, Building & Construction, Heavy Equipment, Food & Beverage, Education, Non-profit Organization.
CREDENTIALS
• Certified John Maxwell Team Trainer, Speaker & Coach
• Independent Executive Director – John Maxwell Team
• Certified NLP Practitioner
• Certified ACTA Singapore Trainer & Facilitator
• Certified Behavioral Analysis Trainer & Facilitator
• Certified Mastery Coach
• Licensed Empowerment Mentoring Trainer, Speaker & Coach
• Certified Master Black Belt Trainer in Value Added Selling
(Danaher Business Systems)
• International Speaker
• Professional Member of Association of Professional Speakers
Singapore
• Co-Author of the book, 14 Essentials – Vital Leadership
Lessons for Aspiring Leaders
