Advanced Salesforce Training

“In sales, it’s not what you say; it’s how they perceive what you say.”

                                                                                                                                                    – Jeffrey  Gitomer

This very practical course has been designed to cover the vital core topics that are essential for successful commercial negotiation of all sizes of contracts and orders

As well as the foundation skills and knowledge, attention is paid to helping participants develop assertiveness, confidence and control in business negotiation situations.

The focus is on arriving at ‘win-win’ solutions, rather than negotiating to win at all costs. It is based on the principles of developing relationships for mutual business gain and advantage, and how to negotiate strongly within this context.

The course is highly participate and interactive, with participants working on real-life case studies and examples. Participants will leave the course with many new ideas and perspectives, as well as better equipped to achieve greater business and personal success.

Outcomes & Benefits

At the end of the programme, the participants would have been equipped with the skills needed to:

      • Project confidence and exercise assertiveness in business negotiation situations
      • The changing sales environment
      • How to utilize a system for analyzing your sales planning
      • The dimensions of effective sales management
      • Understanding people: the basis for sales motivation and effective communication
      • Organizing and structuring the sales force
      • The attributes of standards of performance
      • Coaching, counseling and performance appraisals
      • The challenges of special personnel situations
      • Creative decision-making and problem solving techniques
      • The implications of sales compensation

MODULES

  • Planning for successful business negotiations’
  • How to structure your negotiations
  • Verbal negotiation skills
  • Non-verbal negotiation skills
  • Proposing and ‘packaging’
  • Dealing with price
  • Getting to ‘Yes’: tactics and strategies
  • Case studies and review

Fuller breakdown of modules and learning outcomes are sent alongside joining instructions after Course registration.

Discounts

Early bird: 25% off for payments made at least 6 weeks before the programme

Timely bird: 10% off for payments made at least 2 weeks before the programme

Related Courses