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Negotiating for the Sales Professional
An effective sales professional knows how to meet customer needs while assuring reasonable terms and profit for his or her own company. This course has techniques for identifying customer expectations and determining how to meet them in a way that both parties are satisfied by the results. There are checklists and discussion guidelines to help a sales professional master this essential communication skill.
The course covers such topics as
How to effectively plan for your success
Skills for building rapport
How to secure a commitment
How to create winning results
After completing this course the learner will be able to
Plan for success
Build rapport
Gain commitment
Create winning results
Negotiating for the Sales Professional
Description
An effective sales professional knows how to meet customer needs
while assuring reasonable
terms and profit for his or her own company. This course has techniques
for identifying customer
expectations and determining how to meet them in a way that both
parties are satisfied by the
results. There are checklists and discussion guidelines to help
a sales professional master this essential
communication skill.
Audience
This course addresses the training needs of sales staff.
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to effectively plan for your success
»
Techniques for creating an action plan
»
How to clarify your customer's needs
»
Why you should define the customer's buying process
Skills for building rapport
»
How to understand your own strengths
»
Techniques for enhancing your effectiveness
»
Guidelines for determining your customer's key traits
»
What to do with the information you gather
»
Ways to improve proposals and presentations
»
How to use meeting dynamics in your favor
How to secure a commitment
»
Ways to identify negotiating gaps
»
How and why to listen carefully
»
Tips for eliminating red flags
»
Methods for staying on course and closing the sale
»
Why timing and silence are key negotiating tools
Everything Courseware
Negotiating for the Sales Professional
How to create winning results
»
Ways to reach agreement
»
Why it's important to confirm customer satisfaction
»
Methods for developing long-lasting customer relationships
Objectives
After completing this course you will be able to
Plan for success
»
Develop an action plan
»
Clarify the customer's needs
»
Use an effective pricing strategy
Build rapport
»
Understand his strengths
»
Understand the customer's style
»
Develop an effective proposal
Gain commitment
»
Identify and clarify the gaps
»
Stay on course
Create winning results
»
Close the sale
»
Ensure lasting relationships