New Sales negotiation techniques

The Sales Negotiation Training is a practice-oriented business skills training, which has the specific aim of preparing sales representatives, consultants and sales colleagues working in the commercial field for sales meetings and negotiations.

During the training, we will identify and practice the negotiation techniques that will help you to persuade commercial partners, old and new customers, with particular emphasis on the elements of consultative selling and personalised sales. In addition to the general negotiation elements, we will also take a special look at the "break-out" techniques that can be used in resistance management to help you "hook the hook" in a sales process. This means that training participants can become aware of and able to make the right arguments at the right time and place, in order to really capture the customer's interest and convince him that a product or service can be of benefit to him.

A further aim of the training is to ensure that both the salesperson and the customer feel, after a sales meeting, that with each contact or meeting, they have gained something personally from the meeting. He or she is meeting with arguments that truly reflect his or her unique needs.

The training, at a highly professional level, will address the elements of an effective sales meeting: the stages of preparation, planning, execution, closing, evaluation, and can bring real quality improvement to novice or senior salespeople alike. During the training, participants will also learn the tools they can use to assess and measure the quality of each meeting, the effectiveness of each meeting, and thus improve their own sales tools and processes.

Regardless of the industry context, the training is recommended for all junior or senior salespeople, sales managers and sales professionals who are required to participate in, support or develop sales meetings.

It is also recommended for all sales or commercial staff who conduct sales meetings, negotiations in Hungarian or in a foreign language, online or face-to-face, on any product or service.

Sales, dealer, representative or consultant colleagues start a customer meeting, visit or negotiation more prepared, more confident and with a genuine, honest spirit of discovery. All this is based on the sure-fire basis that, when encountering a particular type of customer, the salesperson will be able to explore and identify sales opportunities that arise with the right level of understanding, and will be better able to deal with resistance and objections. This will also, to a large extent, help them to find internal motivation and where not to get stuck if they are rejected in the course of the meeting.

By being aware of what questions and phrases to ask each type of client, the client experience is also improved as they will feel that the conversations are personal.

Preparing for the sales meeting

• 21st century customer experience trends, buying habits and consumer needs
• Basics of sales portfolio management (WHAT, WHO, WHY, HOW?)
• Product or service?
• Hunting or Farmig? New or old customer?
• Proactive or reactive sales?
• Contacting: creating engagement
• Preparing for a sales meeting: objectives, tools, people
• Thinking through the planning
  • Steps, tasks in preparation
  • Content of the meeting plan
  • Physical preparation content and importance
  • Considerations for the selection of visual and online tools
  • Thinking through the negotiating framework

The negotiators

• Negotiating roles: buyer-seller or buyer-seller?
• Behavioural types and negotiation styles
• Professional appearance, body language and non-verbal elements
• Characteristics of a good sales negotiator: the consultative salesperson
• Defining your own negotiating style: when and how?
• Sources of negotiating power
• The negotiating "arena": the rules of the meeting
• Difficult negotiators and how to deal with them
• Customer management: the problem-solving, advisory role

The sales meeting and negotiation

• When do we talk about negotiation and what not to call it?
• Types of negotiation
• What are the components of a negotiation
• Characteristics and time use of a business negotiation
• The advantages and difficulties of face-to-face negotiation
• Advantages and difficulties of online negotiation

Exercising influence

• Attunement techniques, tips and tricks
• Steps and methods to create an atmosphere
• Influence - influencing elements, behavioural psychology
• Opening up, making contacts
• Needs assessment, types of questions, questioning techniques
• Active listening, listening with understanding, experience and value reflection
• Negotiation tactics: opening, middlegame and endgame tactics

Selling, value discovery

• Motivating, persuading, arguing, counter-arguments
  • The pillars of buying
  • The difference between persuasion and manipulation
• Techniques to help you make a decision and reach an agreement
• Steps to closing the deal

Presenting, arguing, counter-arguments

• Benefit analysis, benefit categories, argumentation focus
• Identifying expected needs corresponding to specific behaviours
• Types and reasons for objections
• Objections to price
• Dealing with objections, objections, complaints

Critical negotiating situations

• Avoiding negotiation pitfalls
• Psychological pressure and avoiding dirty tricks
• Recognising threats
• Avoiding procrastination
• Protecting your position and avoiding hurtful behaviour
• Handling motives and objections

Closure, contracting, evaluation and follow-up

• Closing the sales process: types of agreements
• Contracting as an additional sales opportunity
• Upselling
• The basic after-sales processes
• Efficiency analysis
• The importance and content of after-sales: contact and proactive customer management
• Complaints and problem handling and as a sales opportunity

Analysis of concrete negotiation situations

• Preparation for sales situation exercises
• Description and presentation of the negotiation situation
• Feedback, (self-)evaluation
• Development advice

Sales Negotiation Techniques training is not a prerequisite, but with that said, we heartily recommend completing our "Sales Fundamentals" training prior to this negotiation-centric training!

After the training, we offer the opportunity to further develop what you have learned during the training, on an individual basis, through "shadow coaching", during which a qualified coach will review with each participant their own sales job, negotiation situations, processes leading to negotiations, and help you prepare and make your very specific meetings more effective. If necessary, the coach observes each colleague in Hungarian and foreign-language negotiation situations, after which the participant receives personalised feedback, reinforcement and concrete, practical advice on how to improve his/her mistakes and how to deal with difficult situations.

After the Sales Negotiation Techniques training, we recommend one of our advanced sales training courses to support your level maintenance and professional development:

• Sales Basics
• Advanced Sales
• Telesales and cold calling training
• Self-Branding - building your brand