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Negotiating Skills

Who should attend:

Suitable for all people who have to negotiate with internal and external customers to obtain the best outcomes for themselves and the business. This is a great opportunity to develop a negotiation skills base from scratch or to re-examine and refresh their existing techniques,

Format:

2 day Interactive written workshop with group, individual and role- playing activities.

Objective:

To give delegates the understanding of the negotiation process and the insight in recognising the tactics used to deliver the best outcomes for the business.

Outcomes:

The programme will give a complete insight into how buyers and sellers prepare themselves to “win” the negotiation process. We will experience the theoretical side of selling versus buying. During the second day we will experience the practical side of using the skills, knowledge and attitudinal changes learned and how to be effective.

Content:

  • Personal objectives
  • Understanding the difference between buying and negotiating
  • Planning to maximise the potential of the call
  • Setting out the profit potential
  • Understanding the real needs
  • Negotiating process
  • Our influencing styles and how to use them effectively
  • Personality profiling of the sales person
  • Understanding the settlement points (Day 1 theory / Day 2 practical use of theory)
  • Questioning technique (Day 1 theory / Day 2 practical use of theory)
  • Listening skills (Day 1 theory / Day 2 practical use of theory)
  • Understanding the silent language (Day 1 theory / Day 2 practical use of theory)
  • Joint problem solving
  • Tricks sales people use to gain the advantage
  • How to overcome the tricks they use
  • Tactics used by sales people to “close the deal” (Day 1 theory / Day 2 practical use of theory)
  • Tactics used by buyers to “close the deal” (Day 1 theory / Day 2 practical use of theory)
  • The correct use of summarising (Day 1 theory / Day 2 practical use of theory)
  • The agreement
  • The business consultant
  • Personal plan of action

Enablers:

  • Course notes
  • Group and individual exercises (Day 2 role playing of all theory of day 1)
  • Style will be highly interactive
  • Personal Timetabled Action Plans

Course Type: Interactive written workshop with group, individual and role- playing activities.
Duration: 2 Days
Trainer: Peter Cooksley
General Admission: £545 plus VAT
Early Bird: £490 plus VAT
Public Sector/Not for Profit: £495 plus VAT
Early Bird – Public Sector/Not for Profit: £445 plus VAT

For more information please Email CustomerTrain Limited, call Anne-Marie on 0777 389 9234 or fill in the form below.

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