Description

Negotiating has become an art. As part of your commercial exchanges with BtoB or BtoC customers, mastery of negotiation techniques is essential. This advanced training course in negotiation techniques will allow you to position yourself as a negotiator, work on your posture and above all master the fundamental techniques of negotiation. This training is available inter-company and can be tailor-made, depending on your needs and expectations.

Who is this training for ?

For whom ?

Sales Representatives Large Sales Accounts Seniors, Juniors Traveling Salespeople

Prerequisites

Exercise a commercial activity to follow the advanced negotiation training

Training objectives

Increase your negotiating potential in order to optimize your negotiations Keep control of the interview by respecting the different stages of the sale Argument taking into account the prospect's needs and motivations Conclude the negotiation with an image of professionalism and consolidate the relationship to perpetuate it

Training program

• Identify the different negotiator styles
  • - Become familiar with negotiation techniques and evaluate their effects on the client
  • - Define the expected results in a negotiation
• Optimize your contact during a negotiation
  • - Apply techniques to quickly create a constructive atmosphere
  • - Decoding your prospect's non-verbal behavior
• Optimize your questioning in negotiation
  • - Understand the typology of questions: definitions, objectives, advantages and disadvantages
  • - Represent the art of questioning in negotiation
  • - Reading the discovery guide in BtoB
• Optimize your listening in negotiation
  • - Master passive listening, active listening, the keys to negotiations
  • - Identify the obstacles to purchasing and purchasing signals
• Optimize your argument
  • - Choose the right arguments: definition, types, value
  • - Understand personalized argumentation based on choice, classification, number of arguments and their presentation
  • - Exercises on design, structuring and formulation
• Optimize your handling of objections
  • - Focus on objections: definition, legitimacy, type, difficulty, predictability, attitudes to adopt
  • - Master the techniques for responding to objections
  • - Use the 'developing appropriate responses to common objections
  • - Objection-handling exercises
• Optimize your conclusion
  • - When and how to conclude?
  • - Half success or how to win a partial agreement?
• Optimize your negotiator personality
  • - Discovery of the causes of one's own behaviors which slow down or hinder the smooth running of a negotiation
  • - Personal means to eliminate or mitigate them
  • - Management stress and stage fright in the context of an exchange
  • - Assertiveness with the help of the negotiator