“Module 1: Sales Negotiation Mindset
- Negotiation Challenge: To Uncover Your Negotiation Mindset and Habit
- Avoiding Common Negotiation Pitfalls
- The 6 Key Elements for A Successful Negotiation – Mindset, Skills, Information, Analyzing, Strategy and Emotion
- Creating an Empowering Mindset for Success in Negotiation
Module 2: Influence and Persuade Different Buying Styles of Customer
- Self-Assessment: Understand Your DiSC® Sales Style & Negotiation Style
- Know Your ‘Fears’ and Limitation in Sales Negotiation
- How to Overcome Your ‘Fears’ to Increase Your Power in Negotiation?
- Recognizing & Understanding Different Customer Buying Styles & Negotiation Styles
- How to Influence and Persuade Different Buying Styles of Customer In Negotiation
Module 3: Crucial Skills for Effective Sales Negotiation
- Questioning Strategy – Levels and Types of Questions to Encourage Customers to Think More Deeply and Critically
- Handling Resistance and Objections
- Managing Deadlock Situation in Negotiation
- Managing the Atmosphere and Environment in Negotiation
Module 4: Sales Negotiation Preparation
- Information Gathering – Know Your Counterparty and Competitors
- Identify Underlying Aims and Needs (Underlying Interests)
- Customer Analysis – To Determine Your Negotiation Positioning
- Set Your Negotiation Goal & Negotiation Strategy
- Developing Your Concession Strategies and Tactics
- Strategies to Increase Your Power & Positioning In Negotiation
- Strategies to Negotiate with Different Characters of Customer
Module 5: In the Room: Proposing & Bargaining
- Opening – Begin the Negotiation
- Managing the Atmosphere of Negotiation – Establish Common Grounds
- Observing Customer’s Body Language and Using Body Language to Help You Enhance Your Positioning in Negotiation
- How to Propose Your Concession Plan in a Persuasive Manner to Gain Customer’s Commitment?
- Finalizing the Agreement