Maximising Sales Negotiation Skills
Negotiation is both a science and an art form. Science in terms of the principles and process which drive all negotiations; art in the way people use the process to negotiate with other people. The reality in 2010, is that everything is becoming more negotiable and there are more people trying to negotiate with your business. You need people who understand negotiation and who can confidently work through a process to find the best deal for all concerned. Excellent sales negotiation skills in your organisation can add a fortune to your top and bottom line.
Aim of the programme
To enable participants to confidently conduct professional sales negotiation in the market conditions of 2009.
Programme style and content
This is a highly practical and interactive programme, focusing on delivering results. Programme content includes:
- The difference between selling and negotiation
- When and when not to negotiate
- Principles of negotiation
- The '4 Step' negotiation process
- Negotiation styles and negotiation psychology
- Potential outcomes for negotiation
- Strategic negotiation - "win-win"
- Saying "no" nicely
- Why knowledge is power
- Body language and negotiation
- Price negotiation
- Tactics used by buyers and sellers
Target audience
This programme is suitable for anybody who is involved in sales negotiation as part of their working day. Designed with a range of roles and responsibilities in mind, this programme is specifically tailored to sales people working in the hospitality industry.
Programme leader
Martin Pepper has been a Fellow of the Institute of Sales and Marketing Management for 20 years in recognition of services to developing sales people in the hospitality industry worldwide.
Martin is valued by clients for his ability to utilise his wide knowledge base to innovate practical and effective solutions to help them achieve their goals.
Martin uses his energy, enthusiasm and humour, together with excellent communication skills, to create highly motivational training programmes.
Martin held Senior Management positions in sales, marketing, training and operations in both the airline and hotel industries before founding MPA in 1995. (MPA evolved into Maxima Training in 2003).
A believer in life-long learning, Martin has resisted the temptation to complete his doctorate on the basis that no one would take a Dr. Pepper seriously!
‘The course was simply excellent. It was useful to be in a small group. This meant that I was constantly challenged. The role plays were great. They were fun to do, yet very challenging. I particularly liked the part about the different energy colours. It was useful to understand what colour others are, so I can then adapt myself accordingly sometimes. All in all, it was a very well structured and well run course. I learnt much about myself as well as what I need to do. The trophy is on display on my desk!’
- Will Waters • Expotel • Major Account Development Manager
