Mastering the techniques of

SALES NEGOTIATION

This training will enable you to acquire solid skills and knowledge to prepare for negotiation, master commercial negotiation techniques, manage the balance of power, and create value.

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Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

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Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.2/5 (2215 reviews)

Success rate*

99%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The rules of the negotiation game

The GO / NO GO Negotiation
The framework of the negotiation
The rules of the game

Practical activities:

Complete the negotiation framework for an ongoing sale
Perform a self-assessment on the rules of the Negotiation game.

Negotiation preparation

The power dynamic assessment tool
The Preparation Triptych
The ZAPO assessment matrix by item

Practical activities:

Debriefing of an intervention by a former negotiator of the RAID (French Rapid Intervention Force)
Complete the BATNA evaluation grid

Verbal and non-verbal management and cognitive biases

Self-assessment of your cognitive bias practices
Self-assessment of active listening
Self-assessment of your assertiveness

The levers of value creation

The value proposition canvas for their offer
Self-assessment of how you handle buyer tactics
The list of concessions/counterparts

Practical activities:

List the potential benefits you can obtain during your negotiations.
Complete the self-assessment of how you handle buyer tricks

Managing personalities

The DISC profile analysis matrix
The adaptation sheet to the DISC profiles of the interlocutors
The final quiz!

Practical activities:

Define the 'Do's' and 'Don'ts' in communication with each DISC style

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

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Sales Negotiation Strategies: Tips and Tricks for Success

Commercial negotiation is an essential aspect of any successful transaction. Whether you are a novice or an experienced professional, mastering negotiation techniques can make the difference between success and failure in the business world. But how do you conduct an effective commercial negotiation? How can you best prepare, and what are the secrets to success? In this article, we will explore these questions and provide concrete examples to help you develop your commercial negotiation skills.

Understand Commercial Negotiation

Commercial negotiation is a dynamic process in which the parties involved attempt to reach a mutually beneficial agreement. It requires a thorough understanding of each party's needs and objectives, as well as skills in communication, persuasion, and problem-solving.

How to Conduct a Business Negotiation?

To successfully negotiate a commercial deal, thorough preparation is crucial. Begin by analyzing your position and that of your counterpart. Identify your objectives and the points on which you're willing to concede. Prepare to anticipate objections and formulate persuasive responses. Finally, keep in mind the importance of flexibility and seeking win-win solutions.

How to Prepare for a Sales Negotiation?

Preparation is the key to success in commercial negotiation. Start by researching your contact, their company, and their potential needs. Identify points of convergence and possible areas of compromise. Also prepare your arguments and anticipate possible counter-arguments. The more prepared you are, the more confident you will be and the more able you will be to negotiate successfully.

Successful Sales Negotiations: The Secrets

To succeed in a commercial negotiation, it's essential to keep a few key principles in mind. First, listen actively and show empathy towards your counterpart. Seek to understand their needs and find solutions that meet their expectations. Also, be patient and persistent, and never underestimate the importance of preparation and flexibility.

What is Sales Negotiation?

Commercial negotiation is a complex process that involves several stages, from initial preparation to the conclusion of the agreement. It can take different forms, from negotiating a contract to resolving conflicts between business partners. Whatever the situation, the key to success lies in the ability to understand each other's needs and find mutually beneficial solutions.

Example of Commercial Negotiation

Consider a sales negotiation example between a supplier and a client. The supplier offers an initial price for its products, but the client expresses concerns about the cost. The supplier listens carefully to the client's concerns and proposes alternative solutions, such as discounts for bulk orders or flexible payment terms. Ultimately, both parties reach an agreement that satisfies their respective needs.

Conclusion

In conclusion, business negotiation is an art that can be learned and perfected over time. Whether it's to close a sale, negotiate a contract, or resolve a dispute, mastering negotiation techniques is a valuable asset in the business world.