Program Includes:
Introduction to Sales & Negotiation Skills
Participants will be introduced to the basics of sales and negotiation. They will learn about the importance of customer-focused communication and building trust to close successful deals and create winwin situations in a variety of business contexts.
Understanding Customer Needs
This session covers the importance of recognizing and understanding customer needs and motivations. Participants will learn techniques to identify customer needs and provide appropriate solutions.
Effective Selling Techniques
Instruction in various selling methods, including consultative selling and SPIN selling techniques. Emphasis is on building long-term customer relationships through valuable interactions and delivering customized solutions.
Negotiating with Impact
The training covers effective negotiation strategies, such as the Harvard Method. Participants learn how to prepare for negotiations, set objectives and pursue win-win outcomes.
Communication & Signals
The training emphasizes the importance of verbal and non-verbal communication during sales and negotiation conversations. Participants practice how to communicate clearly and convincingly to gain trust and commitment.
Handling Objections & Resistance
Techniques for effectively handling objections and resistance during the sales process. Includes strategies for overcoming objections and turning resistance into acceptance and enthusiasm.
Role of Emotion in Selling & Negotiation
Participants explore how emotions influence customer decision-making and learn how to recognize and manage emotions to promote successful interactions.
Practical Exercises & Role-Plays
Participants apply what they have learned in controlled role-plays and simulated scenarios specifically designed to replicate sales and negotiation situations. This helps them gain experience in a safe and guided environment.
Feedback & Reflection
After each exercise, participants receive feedback on their sales and negotiation techniques and reflect on their experiences and what they can do differently in future situations.
Legal & Ethical Considerations
An overview of the legal and ethical aspects of selling and negotiating, including the seller’s responsibilities to ensure a fair and transparent interaction.
Conclusion & Application in Practice
A final meeting where participants make plans for applying the acquired skills in their professional context. This includes setting goals and developing a personal action plan for continuous improvement.
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