In today's competitive Telecoms market decision makers are becoming more sophisticated as they seek to manage the buying process to drive the best possible deal. Assertive buying strategies and competitive forces present a significant threat to sales revenues and profit margins.

Assertive sales negotiation strategies aim to increase sales revenue whilst creating the best possible value for the customer. Focused analysis of the power balance within competitive sales situations coupled with strong processes can equip the sales person to get the maximum value for their solution.

The training directly addresses the challenges to confidence and motivation levels within sales people and negotiators.

Why should you attend this course?

Attend this highly regarded 2-day sales training programme and you will be able to:

• Understand the key fundamentals of negotiation psychology and how they apply to sales success and recognise the challenges to maximizing the value of the sales revenues and the key tactics used by buyers
• Identify key business drivers within target organisations and recognise their impact on the negotiation
• Recognise and incorporate strategic company objectives into a focused negotiation strategy
• Set the agenda of the sales process around your capabilities and strengths
• Use a structure 'Probing Cycle' to understand a customer’s situation, needs and sensitivities
• Use key communication techniques to keep the sale alive and move the negotiation forward
• Anticipate assertive buying tactics and strategies and competitor strategies
• Understand the key influencing and communication skills required for successful sales negotiation and recognise their own developmental needs for these skills
• Create powerful descriptions of products and services and a strategy for articulating their value within the negotiation
• Handle objections and present compelling reasons to buy and close with confidence and authority and gain lasting commitments

Course Summary:

• Principles and fundamentals of sales negotiation
• Defining the ‘negotiation toolkit’ and strategy
• Skills and techniques for the execution of successful negotiations
• Winning business and increasing sales in competitive and challenging environments

For a detailed programme click here

Who Should Attend this Course?

The workshop is designed for sales people and account managers who are seeking to protect and increase sales revenues through the proactive use of advanced sales negotiation techniques. The interactive agenda explores the complexity of the power balance within the sale and presents practical techniques for maximising the value of our offering and reaching the most profitable solution.

In-house Options

This course is available as an in-house option delivered at a date and location convenient to you. more…

Want to learn more?

Contact our training specialist on:
Tel: +44 020 7017 5614
Email: training@telecomsacademy.com