EFFECTIVE SALES NEGOTIATION

(1 DAY PROGRAMME)

SM/ESN/1.12.01 EFFECTIVE SALES NEGOTIATION (1D)

2 4.3 PARAMETERS IN SALES NEGOTIATION NEEDS & WANTS OF THE CUSTOMERS SALES CONDITION 4.0 SALES NEGOTIATION TECHNIQUES 4.0 STRATEGIES OF SALES NEGOTIATION 3.0 FRAMEWORK 2.1 4.CONTENTS 1.01 EFFECTIVE SALES NEGOTIATION (1D) .1 PRINCIPLES OF EFECTIVE SALES NEGOTIATION 3.2 3.0 SALES NEGOTIATION STAGES 2.3 QUESTIONING & LISTENING MIND READING CUSTOMER’S ‘DIRTY’ TRICKS SM/ESN/1.12.1 3.

12.FRAMEWORK SM/ESN/1.01 EFFECTIVE SALES NEGOTIATION (1D) .

01 EFFECTIVE SALES NEGOTIATION (1D) .STAGES OF NEGOTIATION S A L E S SM/ESN/1.12.

12. 5.01 EFFECTIVE SALES NEGOTIATION (1D) .7 PRINCIPLES OF SALES NEGOTITION “Make sure the person you are negotiating has the authority” “Value and NOT Reduce” 1. 2. 3. 6. 4. 7. SM/ESN/1.

12.THE IMPORTANT SALES NEGOTIATION STRATEGIES What are Parameters in Sales Negotiation? 1) What is the minimum that I will offer this customer? 2) What is the maximum that I can offer this customer? Setting the Parameters SM/ESN/1.01 EFFECTIVE SALES NEGOTIATION (1D) .

01 EFFECTIVE SALES NEGOTIATION (1D) .12.NEEDS & WANTS What are ‘WANTS’? What are ‘NEEDS’? “Identify the needs and use the wants as your ‘trading’ tool” SM/ESN/1.

01 EFFECTIVE SALES NEGOTIATION (1D) .SALES CONDITIONS What are sales conditions? How can we use it effectively? Getting your participants to feel conditions as rewards. SM/ESN/1.12.

What should we be listening to? SM/ESN/1.12.01 EFFECTIVE SALES NEGOTIATION (1D) . 5. 3.SUCCESSFUL TECHNIQUES OF SALES NEGOTIATION QUESTIONING & LISTENING Why do we Question??? 6 Important Questioning Principles 1. 4. 6. 2.

12.MIND READING Facial Body Language Emotions SM/ESN/1.01 EFFECTIVE SALES NEGOTIATION (1D) .

10. 7. 4. 3. 2. 6. 9.10 DIRTY TRICKS OF YOUR CUSTOMERS IN YOUR NEGOTIATION PROCESS 1. 5.12. SM/ESN/1.01 EFFECTIVE SALES NEGOTIATION (1D) . 8.

12.SM/ESN/1.01 EFFECTIVE SALES NEGOTIATION (1D) .

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