DSM Sales Negotiations Course gives the methods and skills to enable sales professionals to close more opportunities successfully, with fewer concessions and discounts, resulting in a higher profit margin.
Sales Negotiations is designed to be a non-manipulative and is a collaborative approach which assures that the contract will be valuable for both the buying and selling organisations, thus improving customer.
What will you gain from the day?
The course has been designed over one (1) day to give an understanding of sales Negotiations. The course will cover the following areas;
Introduction to Sales Negotiations
Key features of Negotiations
Different forms of negotiations
What makes an effective negotiator
The Essentials of Negotiating a win/win
What steps must be followed to reach a deal
Specific Negotiation tactics
Barriers to an agreement and how to overcome them
Measure your Sales Value
Who has the course been designed for?
Sales Director’s / Sales Vice President
Business Development Manager
Key Account Manager
Stephen McComb has almost 25 years’ experience in International Sales and has opened both Public and Private sector accounts throughout the world. Stephen bases his courses on his “real-world experiences and mixes it with theory to give each sales person a blended approach to help them understand the sales process and to sell more. Stephen has sold extensively to business to business (B2B), business to consumer (B2C), public Tenders and reverse tender auctions. Stephen counts his achievements as opening multi-million-pound accounts with Marks & Spence Plc, Cathy Pacific Airline, Marriott Hotels and the US Government.
In Stephens own words he says, "to be successful in sales you must first listen to what the customer wants and then provide a solution. All too often sales people have a script they recite and never stop to ask the customer what is it that they need or want".
What should you bring?
All training material will be provided so you don’t need to bring anything other than a willingness to learn.
Delegates who fully attend the course will receive a certificate on the course completion.