NEGOTIATION

Learn how we can take your business and employees to the next level 

You have done the hard work by getting in front of the prospect but shortly after you start your pitch you are hit with the dreaded question;

How much is it?

 

It is tempting to give a price, and if your working with a seasoned buyer they will even bate you with just a ballpark price guide will do. The main reason the buyer moves straight to the question is that there has been little value established into the benefits it will bring the buyer. The buying journey should be one of listening to what the prospect wants and then incorporate that into the offering that you propose to them.

Negotiation should not be about winning, it should be a win-win for both parties. You may win the sale because the customer is stuck and needs to make a purchase but if they have not had a positive buying experience the ability to retain them as a client will be difficult.

We teach you to understand by asking what is important to the prospect, what are their pain points and how can you help them get what they want. We review real-life buying experiences and mix that with lessons learned from police hostage negotiation to show how tonality, posture and being relatable all help in building trust and moving the prospect to a customer.

Lastly, we teach never to split the difference.

Why your team needs sales training

We go into negotiations with the wrong viewpoint. We frame the negotiation as a win/lose instead of a win/win.

You should be the first to state a number. Why? Because when you say a number, you are setting the starting point for the negotiation.

Instead of playing a numbers game, try a different approach. You say, "What I can offer you is a guarantee

Science and psychological insight can revolutionize the way that you negotiate.

OVERVIEW

Who should attend Sales, Project Managers, Leaders 

Duration 1 Days

Delivery Instructor-Led Workshop

Qualification Certificate in Professional Negotiation

Location Customers Premises or external room hire*

Participants 12 - 15 people

COURSE MODULES

What is negotiation

Negotiating the non-negotiable

Plan for what the other side might want

Listen and understand what is important to the other side

Communication skills

Tonality

When your final offer is your final offer

Can you work away

Going back after walking away

Don’t split the difference

Stop thinking of getting to YES

Decision making as a process

Commercial disputes

Consumer disputes

What are the tradable

 

Integrity

Taboos

Insulting

When negotiations break down

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