Sales Negotiation Training Course

Description

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Sales Negotiation Training Course Description

In this course, participants will master techniques to close sales successfully. Participants will learn the principles of negotiation, how to develop effective strategies, and how to handle objections confidently.

This program is ideal for professionals aiming to enhance their negotiation and sales expertise.

Participants will do role plays with group evaluation, to demonstrate learning and to apply the lessons from the course.

Sales Negotiation Training Course Objective

• How to apply the principles and styles of effective negotiations
• How to develop and execute negotiation strategies
• How to handle customer responses and objections using active listening
• How to get commitment to confirm the sales

Sales Negotiation Training Course Learning Outcome

• Able to adapt negotiation concepts and styles to different situations
• Able to design and implement effective negotiation strategies
• Able to handle objections and customer responses effectively
• Able to confidently close sales using tested methods

Sales Negotiation Training Course Content

This course focuses on building essential negotiation and sales skills to excel in a professional setting.

• How to use proven techniques to confidently close sales.
• How to create engaging and productive sales conversations

Module 1 · Foundations of effective negotiation

This module introduces the basic principles of negotiation, establishing a strong foundation for effective communication and strategy development. Participants will explore the psychology behind negotiation and the key skills required for success..

Topics Covered:

• Core Principles of Negotiation
• Positions vs. Interests
• Stakeholder management
• The Psychology of Negotiation
• Decision-Making Drivers
• Personalities and negotiation styles
• Ethics, power distance and cultural dimensions
• Best Alternative to a Negotiated Agreement (BATNA)
• Zone of Possible Agreement (ZOPA)

Activities:

1. Foundations Of Effective Negotiation · Lecture
2. Analyzing case studies of different negotiation scenarios · Workshop
3. Creating bid scenarios and the BATNA for bids · Group Activity

Module 2 · Negotiation strategy development and applications

Participants learn how to create effective negotiation strategies, considering factors such as context, objectives, and stakeholder interests.  They learn  how to use strategic negotiation frameworks and its execution in real-life scenarios.

Topics Covered:

• Negotiation strategies with stakeholders
• Positioning the interest of the client as a focal point
• Best case and worst case scenarios
• Mutual gains, objective met, fairness, trade offs and interests
• Rational actors vs hardball tactics
• Win-win vs win-lose perspectives
• Zone of potential agreement (ZOPA) with stakeholders

Activities:

1. Negotiation Strategy Development And Applications · Lecture
2. Creating stakeholder negotiation scenarios for bids · Workshop
3. Creating negotiation responses to ZOPA scenarios for a bid · Group Activity

Module 3 · Handling customer responses and objections

Participants learn how to practice active listening.  They learn how to differentiate stakeholder responses and objections.  They learn how to respond to clarify, not react to stakeholder statements, and how to manage these conversations. They learn how to create sales probes to get an affective answer.

Topics Covered:

• Stakeholder support status movement
• Seeing stakeholder hot buttons in decision making
• Your stakeholders’ preferences and common objections
• Key points and positioning for a stakeholder focused negotiation
• The Teach, Tailor and Take Control steps
• Sales probes and active listening in stakeholder responses
• Creating the Challenger sales conversations with matching hot buttons
• Five closing techniques to get commitments
• SMART negotiation planning

Activities:

1. Handling Customer Responses and Objections · Lecture
2. Listing common customer responses and objections · Workshop
3. Creating the SMAART negotiation call plan · Group Activity

Module 4 · Getting the Sale

Participants learn how to conduct negotiations in friendly manner to a win-win position for both parties.  They learn to apply and practice negotiation strategies and skills to get agreements from stakeholders.

Topics Covered:

• Building likability, relatability and trustworthiness
• Impression management and personal grooming
• Body language and body gestures
• Vocal Variety
• Visual, Auditory and Kinesthetic learning styles
• Having the right sales tools on hand
• Building resonance with sales collaterals and your personality
• Reading the other parties body language and ZOPA leanings

Activities:

1. Getting agreement with stakeholders · Lecture
2. Preparing the negotiation role play evaluation criteria · Workshop
3. Role-play to achieve a win-win agreement · Group Activity

HRD Corp TTT Certified Trainer

We have 3 trainers for this sales negotiation training course,

KK Chan is TTT (Train The Trainer) certified by HRD Corp.  Be trained by our experienced consultant and trainer with more than 39 years of experience.  He is an Industry Expert for the Insurance Sourcing and Administration Training and Sales Skills Training.  

or

Harmendar Singh is TTT (Train The Trainer) certified by HRD Corp.  Be trained by our experienced consultant and trainer with more than 30 years of experience.  He is an Industry Expert for the Dept of Skills Development at the Ministry of Human Resources.  

or

Logarajah Thambyrajah, is TTT (Train The Trainer) certified by HRD Corp.  He is principal consultant for Kognifi. Come and join the training course that we offer.  Be trained by our experienced consultant and trainer with more than 30 years experience.  With global lessons learned in Fortune 500 companies to share with participants.

Sales training instructor is based on trainer availability

Kognifi is an HRD Corp (HRDF) Training Provider

Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia.  Kognifi provides HRD Corp claimable training in Malaysia.  Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.

How To Order Our Training Courses

Determine the training course you want your team to attend Contact us to get the latest training course outline, pricing and schedule for one of the following types of training for your selected course.

• In-House Training
• Public Training

We will then send you the official quotation for the HRD Corp Levy grant application. This quotation will be digitally signed to verify that it’s from Kognifi Sdn Bhd.

Contact Us for a Training Proposal