Negotiating For Sales Results Training - Melbourne
Selling Negotiating For Sales Results Training Melbourne
Course Outline
What if one conversation could change the course of your career or Business? Many of my sales team in my home country of Australia know their products back to front but do one of two things when it comes to negotiating: they either get too aggressive or they give away too much margin too soon.
Why do intelligent, talented salespeople choke when it comes to negotiation? After years of training sales teams from Brisbane to Perth, I've found this isn't a case of poor product knowledge, it's a lack of confidence and strategy in negotiation.
Course Overview
This one day master class will change the way your sales professional's look at a negotiation. Instead of defining negotiation as an adversarial sport, individuals learn how to generate a joint conversation in which both sides walk away feeling like winners. The system is dedicated to real, practical, immediately useable techniques for boosting your closing percentages whilst still maintaining excellent profits on every sale.
Engaging in interactive in or outside workshops and role plays and real life case studies, participants gain psychological insight and useable tactics to confidently navigate complex sales negotiations.
Curriculum Based Learning Outcomes
At the end of this training, participants will be able to:
View solutions beyond pricing and appreciate true value drivers
Utilise organised negotiation systems that keep it under control whilst they show support
Use the objection 'I'd expect you to' Show clients how you would have expected to be treated if you were the prospect at hand. 'Speak the language' It's great to have some to the point responses to objections but Customers can read when you're speaking a script with an unpassionate voice over the phone!
Apply closing techniques that stimulate urgency but are not pushy
Analyse negotiation situations to know when to push or pull away professionally
Frame value propositions that rationalise pricing and differentiate against competition
What You Will Learn
Session 1 The Psychology of Buying Decisions
Why people make buying decisions on emotion and justify them with logic
Interpreting the verbal and non verbal indicators of buying
Discovering what Customers value more than price
The psychology of general objections and what they technically mean
Session 2: Structure and Framework of Negotiation
The Four Phase Negotiation Model for Success in Selling
Managing conversation flow without becoming aggressive
When to share price and terms
Building value before discussing cost
Session 3: Objection Handling Mastery
The distinction between an objection and a legitimate concern
Concrete language techniques stifling cries of "cultural appropriation"
How to flip price objections into value conversations
2 Techniques for dealing with "we need to think about it"
Session 4: Creating Win Win Scenarios
Team negotiations tactics for building long term relationships
How to agree (and still feel good about it)
Packaging and un packaging tactics for different Customer segments
Alternative offer formats after initial offers are rejected
Session 5: Insight for Closing and Recovery Techniques
Knowing when your prospects are in buying mode
Natural closes that feel like conversation, not a sale
When negotiations stall or go off track, how to repair them
What are some professional ways to walk away that keep doors open
Session 6: Practice and Implementation
Role playing realistic negotiation scenarios
Handling difficult Customer personalities
Developing personal negotiation action plans
Developing mechanisms for accountability for continuous improvement
Training Methodology
Interactive Workshops: Small group exercises to build skills in stages Role Playing Scenarios: Real world Customer scenarios and personalities for role play and practice Case Studies: Real Australian businesses with their dog care success stories Peer Learning: Collaborative problem solving and sharing experiences Action Planning: Personalised strategies to implement immediately
Assessment and Certification
Students role play negotiation exercises and demonstrate proficiency in:
Customer needs analysis
Value based selling conversations
Objection handling with confidence
Collaborative closing techniques
Course Materials Included
Workbook of templates and frameworks for participants
Quick reference negotiation phrase cards
Customer psychology assessment tools
30 day implementation checklist
Access to online resource library
Who Should Attend
This training is ideal for:
Sales reps looking to close more deals
Account managers dealing with intricate B2B transactions
Business development professionals
Sales managers in need of standard processes to follow
Those who engage in consulting selling practices
Concluding Remarks
Ever wondered why some sales reps seem to easily land deals whilst others fumble over the same prospects? The answer is in how they negotiate. This training changes the way you approach and execute in sales negotiations.
But instead of thinking of negotiations as a battle, you will learn how to design discussions that are collaborative and that make both sides feel like they've won. You'll have a newfound confidence to not immediately back down on price, handle buyer objections that used to trip you up in the sales process, and most importantly, close bigger deals carrying higher margins.
You can start using bands now, as the tactical skills you will learn in this course are transferable and are tailored for Australian Business. You'll walk away with specific structures, language patterns that work and the confidence to negotiate professionally and profitably.
How might your sales performance compare if you were 100% confident in every negotiation? This training provides the answer.