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Sales Negotiation Workshop

This course equips sales professionals with the skills to navigate negotiations confidently, uncover client needs, handle objections, and close deals effectively. By mastering each negotiation stage, participants will be able to create win-win outcomes and build stronger client relationships.

I. Introduction to Negotiation

• Definition of negotiation
• Where negotiation is applied
• Importance of negotiation in sales
• Types of negotiation: distributive vs. integrative
• Win-win vs. win-lose approaches

II. Phases of Sales Negotiation

• Stage 1: Preparation
  • Researching the client and business
  • Understanding client needs and pain points
• Stage 2: Discovery
  • Asking questions and uncovering priorities
  • Building trust and rapport
  • Understanding interests vs. positions
  • Case studies to identify positions and interests

III. Communication Techniques

• Active Listening & Questioning
• Focusing on words, tone, body language
• Guiding conversation to uncover needs
• Buying Motives
  • Pride of ownership
  • Security and protection
  • Emotional satisfaction
  • Desire to gain
  • Comfort and convenience
  • Fear of loss
• Building Rapport

IV. Stage 3: Negotiation & Bargaining

• Defining Trade-Offs
• Conditional concessions
• Positive Scripting Techniques
  • Alibi technique
  • Alternative technique
  • Consequence technique
• Managing Emotions
  • Staying calm and composed
  • Techniques for de-escalation

V. Handling Objections

• Types of Objections:
  • Price
  • Need
  • Timing
  • Trust
• Responding Collaboratively
• Sample responses for each objection type

VI. Assertiveness Practice

• Using Assertive Tone in Communication
• Addressing objections

VII. Stage 4: Closing the Deal

• Timing the close
• Signs it's time to close
• Ensuring clear agreements

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