Sales Techniques and Commercial Negotiation

Module 1: Organising prospecting and sales visits

• Understand the challenges of the sales role and your place within the sales organisation.
• Identify the qualities and styles of successful negotiators.
• Establish an effective prospecting strategy and make better use of your professional network.
• Prepare appointments, information and tools to be effective in meetings.
• Have a clear contact plan and set a success objective before each sales meeting.
• Use the telephone effectively to prospect and arrange appointments.

Practice:
Case studies and practical appointment-setting exercises.

Module 2: Making your sales meeting and proposal successful

• Establish a climate of trust conducive to business from the start of the meeting.
• Generate customer interest and make a positive first impression by putting differentiation and human relationships at the heart of the sales process.
• Master communication and active listening techniques.
• Ask the right questions to obtain the right information.
• Confirm that messages have been understood and adopt a friendly, positive and enthusiastic attitude.
• Develop a tailored, personalised sales proposal.

Practice:
Simulated meetings to master initial contact and customer discovery techniques.

Module 3: Presenting and making a persuasive case effectively

• Address the customer's expectations, needs, selection criteria and underlying motivation precisely.
• Make a clear, convincing case, be specific and express the commercial offer in terms of customer benefits.
• Respond confidently to objections, particularly price objections: know what to answer, when and how.
• Test the buyer's willingness to accept the proposed solution.

Practice:
Simulated meetings to master persuasive presentation and objection-handling techniques.

Module 4: Negotiating and closing effectively

• Use a well-practised technique to manage the sales meeting and move through the negotiation stages.
• Recognise a hidden or unspoken objection, isolate it and address it effectively.
• Defend your brand and margins and demonstrate professionalism when negotiating prices and terms of sale.
• Identify verbal and non-verbal buying signals and confidently use a structured closing approach to obtain an honest, clear answer.
• Reassure the customer about their decision and bring the meeting to a positive conclusion.

Practice:
Simulated meetings to master negotiation and sales closing techniques.