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Negotiating to a Satisfactory Close

Negotiating to a satisfactory close. A crucial part of the sales process is the negotiation phase, and it is poor negotiating skills that most often lead to lost sales or a failure to maximise the potential of the sale. This course will offer delegates the confidence to plan a negotiation strategy and execute it to perfection. Seven methods to improve negotiating are taught, and the most common negotiating errors are exposed. Through a series of role-plays each delegate perfects the best negotiating technique for them.

This Negotiating to a Satisfactory Close course is available throughout the UK.

CPD Value 5.5 Hours

Select specific date to see price, venue and full details.

Learning Objectives

  • Greater confidence to negotiate at all levels
  • Knowledge of strategic negotiation
  • Achieving a successful conclusion for both parties
  • To return to the workplace with well-practised negotiating techniques relating to their own individual sales situations

Course Content

09:30 - 10:00 Coffee & Course Objectives

10:00 - 10:15 Planning Negotiation (Participants are encouraged to aim high and be unpredictable as to how much they will concede.)

10:15 - 10:45 Seven Ways To Improve Negotiating (This module looks at the most common pitfalls in negotiating situations and how to overcome them.)

10:45 - 11:00 Coffee break

11:00 - 11:45 Setting Out Our Objectives (Emphasis here is not just on getting a sale but also maximising profit.)

11:45 - 12:15 Reasons To Listen (This module concentrates on keeping quiet and letting the customer do the talking.)

12:15 - 12:45 Closing Questions (21 types of closes are studied including the barter close which stresses the importance of bartering with goods in kind as opposed to money.)

12:45 - 13:00 General Discussion

13:00 - 14:00 Lunch Break

14:00 - 14:45 Main Negotiating Strategies (This module gives participants a wide choice of strategies to use to achieve their objectives)

14:45 - 15:15 Participants To Negotiate (Role Plays)(Working in groups of two or three, participants will negotiate with each other to get to their set objective satisfactorily.)

15:15 - 16:30 Seven Things To Avoid When Negotiating (Vital points are covered to ensure no participant leaves the course making any basic negotiating errors.)

16:30 - 16:45 Summary & Action Plans Agreed

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