Sales Negotiation Training

Negotiation for Sales

Exceptional relationship-based sales strategies

Two day interactive workshop

Don’t assume that closing a sale means you’ve satisfied your customer, or that they’ll be back. Real success in today's interdependent business world demands a two-fold strategy: you need to achieve high-profit, maximum value outcomes each time you negotiate; and yet you also need to build the working relationships essential for long-term growth.

This workshop will teach you to develop successful long-term relationships in which customers return because they know you really understand their needs.

Benefits of attending

Drawing on world-leading customer service and sales strategies developed at Harvard University, we will show you how to build more valuable and loyal customer relationships, and equip you with the skills to:

• analyse a negotiation and identify obstacles to achieving your desired results;

• identify a customer's key drivers, including ones they may not have considered, and structure sales and service conversations around those drivers;

• create maximum value solutions, beyond a mere compromise or bargaining;

• become more comfortable in sales conversations, hrough demonstrating how selling is a natural extension of your role in resolving customers’ issues;

• anticipate and respond to customer objections with confidence;

• enable clients to feel the full value of your organisation’s service offering;

• create powerful ties between a customer’s needs and your business; and

• build a rapport with customers that makes the sales conversation easier than ever.

Workshop format

CMA's expert consultants are practitioners as well as teachers. The workshop will be engaging and highly practical.

The course blends interactive presentation, group discussion, role-play and case study work, and draws on a variety of learning media. Our careful balance of learning methods is not just enjoyable, it helps you learn, remember and apply the key skills of negotiation.

What's included?

To support your learning during and after the course, you will receive:

• an interactive workbook, which includes summaries of the key concepts and skills we cover plus a list of suggestions for further reading)

• a quick-reference card on critical negotiation skills

• access to CMA's "Continuing eLearning" website, including an electronic template that you can download and use to prepare for future negotiations

• CMA's "Negotiation Tip of the Month" email

• ongoing access to the workshop presenter for any questions

Copies of the Harvard Negotiation Project bestseller, Getting to YES: Negotiating an agreement without giving in and other HNP books will be available for sale at the workshop.

Morning tea, lunch and afternoon tea are all provided.

Register for this workshop

Click here to register for this workshop

To find out more about this and our other courses, contact us or call 1300 765 770.