Negotiation for Sales: Tools and Techniques
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through complaint handling and difficult conversations on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: sales teams are frequently trained on the product and never on the conversation, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with key account management, customer retention and proposal writing in their own organisation.
What delegates leave able to do
- Put key account management on a footing they can defend to a reviewer, measured against consultative selling methodology
- Review customer retention and say plainly whether it is working
- Improve proposal writing within their own organisation
- Explain needs analysis to someone who does not do the work
What the course covers
- Complaint handling
- Difficult conversations
- Key account management
- Customer retention
- Proposal writing
- Needs analysis
- Telephone and contact centre skills
Who should attend
- service desk staff
- customer service managers
- sales managers
