Sales

Negotiation and Closing Skills

The sales process starts with a lead, turns into a prospect, and then the pre-approach, approach, presentation and closure follow. Participants will learn how to properly finalize deals and identify implications if sales are not sufficiently closed. Additionally, it is necessary to have effective negotiation skills in order to close deals and be successful.

This workshop will cover the elements of negotiation, tactics, maneuvers, counter measures and arguments in addition to other techniques and methods that can be useful in negotiating in the business world. Also,  the workshop will discuss the overall sales process and specifically focuses on the closing stage.


Agenda:

1.Closing Skills:

Difference between Salesmen and Closers
Types of Salesmen
Types of Closers
Closer Attitude
Psychological Manipulation
Closer and Customer’s Attitude
Closing the Customer, agreeing on the next step
Service Follow up

2. Negotiation Skill:​

Styles of Negotiations
Planning the Negotiation
Structuring a Negotiation
Personal Power and how to increase it
Behavioral Analysis
Dealing with the Four Behavior Styles
Negotiation Tactics and Counter Tactics
Movement and Concessions
Dealing with Price


Objectives:

​Determine how Close the Prospect is to Actual Making a Purchasing Decision
Learn how to Ask the Questions during the Trial Closings that will Lead to the Motivation behind the Purchase
Master the Trial Closing Strategies to Close to Increase your Closing Success
Know how to Ask for a Commitment without Pressure and Feeling Stressed or Creating Stress for Prospects, Making Closing Easy and Natural
Enhance Service Follow Up to Increase Customer Satisfaction and Build Professional Relationships
Understand the types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
Understand and apply negotiating concepts: WATNA, BATNA, WAP, and ZOPA
Identify what information to share and what to keep to yourself
Understand bargaining techniques
Apply strategies for identifying mutual gain
Understand how to reach consensus and set the terms of agreement
Use the negotiating process to solve everyday problems