Sales Negotiation Skills Online Training

2.1 Setting the stage for successful negotiation

• Pre-negotiation preparation and research
• Establishing a positive negotiation environment

2.2 Understanding client objectives and expectations

• Techniques for uncovering client needs
• Aligning your objectives with client goals

2.3 Identifying and addressing the root causes of objections

• Root cause analysis for objections
• Strategies for preemptive objection handling

2.4 How to quantify the value proposition?

• Calculating and communicating value
• Utilizing value propositions in negotiations

2.5 Adopting the right mindset for negotiation

• Developing a win-win mindset
• Overcoming personal biases and assumptions

2.6 Establishing clear and achievable goals

• SMART goals in negotiation
• Prioritizing negotiation objectives

DOWNLOAD CURRICULUM

3.1 The importance of respect in negotiation

• Demonstrating respect and empathy
• The impact of respect on negotiation outcomes

3.2 Reaffirming value to strengthen your position

• Techniques for value reinforcement
• Communicating Unique Selling Propositions (USPs)

3.3 Strategies for defining and solving problems collaboratively

• Collaborative problem-solving models
• Encouraging open dialogue and idea sharing

3.4 Techniques for fostering collaboration and finding common ground

• Identifying shared interests
• Building consensus and agreement

DOWNLOAD CURRICULUM

4.1 Handling price objections effectively

• Price negotiation tactics
• Framing the value beyond price

4.2 Differentiating your company from the competition

• Leveraging competitive advantages
• Creating a compelling competitive narrative

4.3 Addressing clients' fear of change

• Change management strategies in sales
• Mitigating risk and addressing concerns

4.4 Navigating timing and urgency objections

• Creating a sense of urgency
• Handling timing objections with tact

4.5 Managing the need for additional input or decision-makers

• Influencing decision-makers
• Strategies for multi-stakeholder negotiations

4.6 Overcoming personal politics and biases

• Navigating office politics in negotiations
• Addressing and mitigating biases

DOWNLOAD CURRICULUM

5.1 Team-focused negotiation training techniques

• Team roles and dynamics in negotiation
• Collaborative training exercises

5.2 Key strategies for successful sales negotiations

• Best practices and methodologies
• Adapting strategies to different sales scenarios

5.3 Tools and resources to enhance negotiation skills

• Digital tools for negotiation preparation and follow-up
• Resources for continuous learning and skill development

5.4 Practical tips for everyday negotiation challenges

• Common pitfalls and how to avoid them
• Quick tips for on-the-spot negotiations

DOWNLOAD CURRICULUM

6.1 Understanding different negotiation styles

• Identifying your own and others' styles
• Adapting to various negotiation styles

6.2 Techniques for positional negotiation

• Strategies for firm, but fair negotiations
• Balancing assertiveness and flexibility

6.3 Strategies for addressing and refuting opposition

• Techniques for counterargument
• Maintaining focus on objectives

6.4 The role of third parties in negotiation

• When and how to involve mediators?
• Leveraging third-party validation

6.5 Innovative approaches to change the negotiation dynamic

• Shifting perspectives and reframing issues
• Creative solutions for deadlock situations

DOWNLOAD CURRICULUM

7.1 Steps to take when an agreement is reached

• Documenting and formalizing agreements
• Post-negotiation follow-up

7.2 How to proceed if no agreement is reached?

• Evaluating the negotiation process
• Planning for future negotiations

7.3 Ensuring the longevity and effectiveness of agreements

• Monitoring and managing agreements
• Relationship management post-negotiation

DOWNLOAD CURRICULUM