Corporate Sales Negotiation Skills Training Course

1. Overview of sales negotiation
   • Definition and significance
   • Key components of successful sales negotiations
2. Essential sales negotiation skills
   • Identifying needs and interests
   • Building rapport and establishing trust
3. The importance of listening and communication
   • Active listening techniques
   • Verbal and non-verbal communication strategies
4. Techniques for effective problem-solving
   • Creative thinking in negotiations
   • Finding mutually beneficial solutions
5. Developing interpersonal skills for negotiation
   • Emotional intelligence in negotiations
   • Managing emotions and stress
6. Strategies for persuasion
   • Principles of influence and persuasion
   • Tailoring your approach to different personalities
7. Enhancing customer service during negotiations
   • Meeting customer expectations
   • Handling complaints and feedback gracefully
8. The role of integrity in sales negotiation
   • Ethical considerations
   • Building long-term relationships through honesty

1. Setting the stage for successful negotiation
   • Pre-negotiation preparation and research
   • Establishing a positive negotiation environment
2. Understanding client objectives and expectations
   • Techniques for uncovering client needs
   • Aligning your objectives with client goals
3. Identifying and addressing the root causes of objections
   • Root cause analysis for objections
   • Strategies for preemptive objection handling
4. How to quantify the value proposition?
   • Calculating and communicating value
   • Utilizing value propositions in negotiations
5. Adopting the right mindset for negotiation
   • Developing a win-win mindset
   • Overcoming personal biases and assumptions
6. Establishing clear and achievable goals
   • SMART goals in negotiation
   • Prioritizing negotiation objectives

1. The importance of respect in negotiation

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

2. Reaffirming value to strengthen your position

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

3. Strategies for defining and solving problems collaboratively

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

4. Techniques for fostering collaboration and finding common ground

• Identifying shared interests
• Building consensus and agreement

1. Handling price objections effectively
   • Price negotiation tactics
   • Framing the value beyond price
2. Differentiating your company from the competition
   • Leveraging competitive advantages
   • Creating a compelling competitive narrative
3. Addressing clients' fear of change
   • Change management strategies in sales
   • Mitigating risk and addressing concerns
4. Navigating timing and urgency objections
   • Creating a sense of urgency
   • Handling timing objections with tact
5. Managing the need for additional input or decision-makers
   • Influencing decision-makers
   • Strategies for multi-stakeholder negotiations
6. Overcoming personal politics and biases
   • Navigating office politics in negotiations
   • Addressing and mitigating biases

1. Team-focused negotiation training techniques
   • Team roles and dynamics in negotiation
   • Collaborative training exercises
2. Key strategies for successful sales negotiations
   • Best practices and methodologies
   • Adapting strategies to different sales scenarios
3. Tools and resources to enhance negotiation skills
   • Digital tools for negotiation preparation and follow-up
   • Resources for continuous learning and skill development
4. Practical tips for everyday negotiation challenges
   • Common pitfalls and how to avoid them
   • Quick tips for on-the-spot negotiations

1. Understanding different negotiation styles
   • Identifying your own and others' styles
   • Adapting to various negotiation styles
2. Techniques for positional negotiation
   • Strategies for firm, but fair negotiations
   • Balancing assertiveness and flexibility
3. Strategies for addressing and refuting opposition
   • Techniques for counterargument
   • Maintaining focus on objectives
4. The role of third parties in negotiation
   • When and how to involve mediators?
   • Leveraging third-party validation
5. Innovative approaches to change the negotiation dynamic
   • Shifting perspectives and reframing issues
   • Creative solutions for deadlock situations

1. Steps to take when an agreement is reached
   • Documenting and formalizing agreements
   • Post-negotiation follow-up
2. How to proceed if no agreement is reached?
   • Evaluating the negotiation process
   • Planning for future negotiations
3. Ensuring the longevity and effectiveness of agreements
   • Monitoring and managing agreements
   • Relationship management post-negotiation