Fundamentals of Negotiation for Sales
2 days|Delivered on request
Fundamentals of Negotiation for Sales is built for delegates who need to be useful in this area quickly. It starts at first principles and works through telephone and contact centre skills and pipeline management without assuming prior specialist training. The programme exists because customer complaints are logged far more often than they are analysed, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with upselling and cross selling, key account management and customer journey mapping in their own organisation.
What delegates leave able to do
- Bring upselling and cross selling into line with current good practice, measured against recognised service design practice
- Explain key account management to someone who does not do the work
- Improve customer journey mapping within their own organisation
- Make a decision about consultative selling without waiting for a specialist
What the course covers
- Telephone and contact centre skills
- Pipeline management
- Upselling and cross selling
- Key account management
- Customer journey mapping
- Consultative selling
- Service level design
Who should attend
- sales managers
- client relationship managers
- key account managers
- service desk staff
