Making the Sale

Duration: 2 days

This 2 day course enables delegates to understand and practice the principles and best practices that underpin successful sales negotiations & presentations. The most persuasive presentations are those that convince.

Objectives

By the end of the course you will be able to:
Improve understanding of the negotiation process
Understand and use the basic principles of negotiation
Identify and use effective behaviours and skills when negotiating
Improve personal effectiveness for conducting and concluding
negotiation meetings
Understand the psychology behind decision making process
Read your audience and adjust your presentation during the talk to
draw your audience in and gain commitments that close deals
Learn how to deal with uncomfortable issues - difficult people
Increase your ability to read and understand people and situations more effectively

Course Contents

Day 1

Introduction to the course
Welcome & Objectives
Nature of the programme
Introdutory exercise

Negotiation
Key stages of negotiation
Planning & preparation for negotiation situations
Key behavioural skills
Practical models and strategies
Communication and avoiding miscommunication
Employing active listening techniques to manage conflict
Overcoming obstacles to rapport
Interpreting non-verbal signals
Aligning responses and expectations
Adjusting and agreeing on outcomes
Opening constructive exchanges
Sustaining momentum towards successful outcomes
Evaluating alternatives
Tactics
Closing for agreement
Neutralising games and tricks

Day 2

Presenting to win

Developing a strategy
Establishing the Objective
Understanding personal impact & first impressions
What wins the pitch?
Audience strategy
Structure, preparation and prioritising your messatges
How to maximise your personal style
What you say
How you sound
What you look like
How you manage the audience

Planning & Preparation
Preparation and design
Purpose
Content
Structure
Visuals
Mental preparation and handling the fear factor
Handling the Q & A
Visual Aids
Notes
Checklists for language

Presentation Techniques
Displaying confidence, managing nerves
Body language
Interacting with the audience

Voice
Rhythm, speed, volume, pitch, pace & articulation

Questioning Techniques
Managing questions and the audience
Question, Pause & Nominate
Overcoming Objections

Rapport Building
Establishing and Retaining Control
Staying Ahead
Importance of Feedback

Throughout the 2 days there will be plenty of exercise in which to practise skills and gain feedback.