Influential Selling Strategies: Negotiation Skills Development

Rationale

Experienced sales professionals know that everything is negotiable and influential negotiation skills are vital for success.

Once you present your solution, inevitable negotiation follows as you pursue an agreement. Reaching an agreement may involve several conversations and meetings, each one a mini negotiation unto itself, where your goal is to get the client to buy-in to your ideas. Sales professionals have to negotiate with potential clients to arrive to mutually beneficial agreements. It is more effective if implemented along with selling techniques.

This program will teach you how to combine negotiation skills with you communications and tactical selling skills to increase sales success.

Objectives

At the end of the seminar, the participants are expected to able to:

• Develop a contagious win-win negotiator attitude
• Understand the buyers negotiation tactics
• Acquire influential selling skills and flexibly apply these in face-to-face selling situations
• Handle customers concerns, stalls and resistance and reverse them into agreements and
• Close every qualified customer for your product or service the fastest way

What you will cover

• Negotiation Essentials: Myths, Misconceptions, and Pitfalls
• Key Processes in Reaching a Deal
• Value Presentation and Demonstration
• Managing Excuses, Stalls, Concerns, Objections and Resistance
• Identifying your Sales Negotiation Style and Strengths
• Communicating effectively while negotiating
• Active Listening and Body Signals
• Great Closing Tools

Additional Benefits of the program

• Buffet Lunch at a nearby hotel
• AM and PM snacks
• Seminar Workbook
• CD of presentation materials
• Certificate of attendance
• Free Wifi Internet Connectivity

Presenter:

Rafael M. Pefianco

Raffy is a Mechanical Engineer by training and is a passionate trainer. He has worked and trained in factories in Germany, Japan, USA and the Philippines. He has also toured or studied in many manufacturing plants in England, Luxembourg, Taiwan and in the USA. His work experiences include positions in management such as marketing manager, general manager, Chief Operating Officer and president of several companies. A graduate of the University of New Castle upon Tyne, England, he is currently the managing director of RMP Consultancy.

Training Methodology

The workshop is a fun and stress-free learning experience. It combines

• Short lectures
• Live-facilitation
• Case studies
• Role-playing
• Group discussions and
• Experiential learning workshops

The group size is intentionally small so that everyone has enough face-to-face time with the presenter.

Who Should Attend?

This course is valuable for sales representatives and anyone who desires a career in professional selling.

This program is also available in in-house, tailor fitted formats, to address your specific concerns.

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