Strategic Sales Negotiation

This programme provides delegates with detailed and sophisticated planning tools and face-to-face negotiating skills and tactic, but emphasises that these tools and skills must be used within the context of a strategic analysis of the relationship between the seller and the buyer.

What is it all about?

This programme provides delegates with detailed and sophisti- cated planning tools and face-to-face negotiating skills and tactic, but emphasises that these tools and skills must be used within the context of a strategic analysis of the relationship between the seller and the buyer.

The objective of strategic sales negotiation is to maximise both profitability and the potential for long-term partnering.

Working in small teams, delegates will apply the analysis and planning tools and will practise face-to-face skills by negotiating an agreement with another team.

What will you learn?
  • Assessing the strategic relationship with your customers
  • Analysing needs, priorities, trading options and costs to build the optimum negotiation plan
  • Analysing and managing power: SWOT in negotiation
  • Opening strategy
  • Creating linkages
  • Tactical concessions
  • Persuading in negotiation
  • Keeping the negotiation rational and win-win oriented
  • Planning and using arguments and questions
  • Bargaining in negotiation
  • Planning creative trades
  • Face to face trading skills
  • Resolving deadlock
  • Closing strategy
  • Personal Action Plan
Who should attend?
Anyone involved in planning or executing sales negotiations for contracts in which the terms of business are variable.
How long?

2 Days

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Strategic Sales Negotiation
Course Information

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