This programme is designed to enable personnel to continue building long term relationships with their clients. By recognising when a negotiation situation is relevant, they will be able to choose the appropriate negotiation style for them and for their client. The aim of this two-day workshop is to leave everybody clear on what is truly a win-win situation.
To assist participants to acquire skills and confidence to:
- Recognise when and how to negotiate, preventing them conceding unnecessarily.
- Keep profits to a maximum.
- Achieve a win-win situation.
- Maintain long term business relationships.
Challenges and expectations – Group discussion on the challenges they experience when faced with a potential negotiation.
What is negotiation – and what it is not? It is important to recognise exactly what is meant by negotiation so that people know how to be effective. This is carried out by discussion and exercises.
Joint problem solving
Submission - All areas which are not negotiation, but important to recognise what they are and prevent if relevant. Again this will be done through group discussion and exercise.
When to negotiate – most of us jump into negotiations when it isn’t always appropriate. Many customers are trained to get the “best deal”. So we need to establish what is meant by this and challenge it.
Refresher on handling objections – having established that a client is trying to negotiate when we are not prepared to, the objection handling sequence will help us to not negotiate unnecessarily.
Role-play – to practice recognising whether to negotiate or not.
METHOD OF TRAINING
Our courses are “ACTIVE” and “INTERACTIVE” and GEARED TO DELEGATES' PERSONAL EXPERIENCE, and therefore the maximum number of delegates is specifically determined to ensure that each delegate gains the maximum benefit through a more individualised and involved approach