Making the Sale
Duration: 2 days
This 2 day training 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
- Introductory 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. |