Selling & Negotiation Skills

Overview

Selling as an activity is the act of convincing a prospect that your product or service is the correct one to satisfy their needs at the right price. To be successful at selling, you need to learn to use the tools of the trade as effectively and as often as possible.

This course emphasises that selling is not merely selling — it is providing. And the key to providing is knowing in advance what to provide.

Objectives

On completion of this course, delegates will be able to:

• Equip delegates with the skills to understand and prioritise customer needs, fostering a customer-centric approach to selling.
• Improve delegates’ communication and presentation skills to effectively convey product or service features and benefits.
• Provide delegates with a toolkit of negotiation strategies to achieve favourable outcomes for both parties involved.
• Equip delegates with techniques to identify, address, and overcome objections during the sales and negotiation process.
• Teach delegates the importance of building trust and rapport with clients or counterparts for successful selling and negotiation.
• Train delegates in effective closing techniques to confidently finalise agreements and secure successful outcomes.
• Apply practical role-play scenarios to practise real-life selling and negotiation situations.
• Develop resilience to rejection and use it as a tool for professional growth in sales.

Delivery Methods

Course is facilitated by a competent subject matter trainer who utilises a combination of the following techniques to ensure that the session is practical and experiential:

• Discussion
• Role Play
• Exercises & Case Studies
• Videos & Slide Shows
• Games & Group Activities
• Written Questions

Who should attend?

This course is ideal for:

• Sales Professionals
• Business Development Teams
• Marketing Staff
• Call Centre Staff
• Anyone involved in negotiating deals or agreements

Includes:

• Comprehensive Training Manual
• Lunch & Refreshments (not applicable to on-site / online training)
• Electronic Certificate (on successful completion of the course)
• Electronic Delegate Feedback Questionnaire