Description

Increasing price pressure, permanent renegotiations, increasingly educated buyers and increasingly demanding conditions... knowing how to negotiate to guarantee the profitability of your activity is an essential skill for all salespeople. This training in commercial negotiation offers a unique and recognized approach and provides you with all the conditions to become an effective and more serene negotiator. It addresses both the methods part of commercial negotiation and the behavioral dimension and provides you with the reflexes and techniques to resist the growing pressure from your customers. You are hesitating between level 1 and level 2: Evaluate yourself.

Who is this training for ?

For whom ?

Salesperson, technical salesperson, business engineer experienced in the practice of sales techniques and having to negotiate their conditions. Company that wishes to offer its salespeople negotiation techniques to increase the profitability of its sales. For mass retail salespeople, refer to the training 'Negotiation with large retail buyers' (ref. 1614).

Prerequisites

None.

Training objectives

Prepare and conduct your commercial negotiation

Promote your offer to defend your margins

Resist requests for discounts

Obtain compensation for the efforts made

Conclude your negotiations more quickly

Training program

• Anticipate to negotiate better

  - n'as pas encore du programme

• Dare to show the value of your offer
  • - Set ambitious objectives.
  • - Determine your room for maneuver.
  • - Prepare your arguments.
  • - Refine your tactics: the objectives matrix .
  • - Practical negotiation preparation exercise
• Resist the price objection

  - n'as pas encore du programme

• Get rewards

  - n'as pas encore du programme

• Limit your concessions
  • - Say no to certain concessions.
  • - Direct your client's requests towards concessions: less costly; non-recurring.
  • - Show that there is no nothing left to negotiate.
  • - Scenario Application to its negotiation
• Commit to the conclusion
  • - Avoid 'salami' negotiations.
  • - Lock the negotiation with a two-step method.
  • - Remain calm in the face of destabilization attempts.
  • - Scenario Training with two teams competing.
  • - Videos 'Negotiation experts'.
• Certification
  • - Assessment of skills to be certified via an online questionnaire integrating scenarios (40 minutes).
  • - To find out more about remote activities A 'Win-win negotiation' video .