Format & Length
- One-day in-person program
- Two-day in-person program
Course Overview
Sales professionals in this negotiations training learn to manage business-to-business negotiations with customers who are aggressive, and who have plenty of competitive knowledge.
Participants use a practical process for discussing accommodations and maintaining value.
Audience
- Sales Representatives
Methods
- Live Demonstrations
- Real-Life Application
- Pairs Practices with Feedback
- Reference Checklist
You may need this program if...
Once a proposal is presented, the sales person focuses negotiation on price alone—without any adjustments in deliverables.
Potential customers pick apart proposals without seeing the entire value of the solution.
Customers often walk away feeling they didn’t get a good deal.
Sales representatives work hard to establish a competitive advantage with customers, only to downplay this advantage in negotiations.
Program Outcomes:
Recognize when to negotiate.
Use skillful communication to ensure you know a customer’s needs before negotiating.
Gain time to present a suitable response to customer demands.
Negotiate alternatives as necessary and sell solutions.
Respond appropriately to emotions expressed by the customer.
Ensure the customer and sales representative leave the sale feeling each received value.
Proven solutions with meaningful business outcomes.
Tailored and Bespoke Offerings
Custom learning solutions built for ease of implementation that seamlessly integrate with existing systems.
Real-World Relevance
Practical skills, tools and frameworks that learners can apply right away for long-lasting results.
Partnership Mindset
An unwavering commitment to helping achieve your business success and ease the work of HR and Talent Development professionals.
We’re here to help.
Ready to address your professional development needs with trusted training and solutions? Contact PPS International Limited today to explore how we can help create meaningful change for your organization.