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.