Tutored e-Learning path: The fundamentals in sales negotiation

Commercial

Duration:
7 hours over 2 months

e-Tutoring

The welcome call
allows participants to meet their tutor and get started on the modules in the training path.

The booster mail
follow-up e-mail that reminds the learner of the best practices and of the timing of his learning path.

The closure mail
follow-up e-mail that is used to inform the learner of the end of the training path, and to encourage him to perform a review of the training and to define an action plan.

Personalised guidance
from our tutor by e-mail to help participants for each step of the path.

All e-Learning Solutions by Cegos® services

In a tense economic environment, customers and buyers exert increasing pressure on prices... while sellers and suppliers worry about their margins.
This distance learning path will help you distinguish between sales and negotiation. You will learn how to prepare each negotiation meeting better and use the 7 keys to effective meetings.

For whom?

Sales associates, sales people, both experienced and new to the role

Operational objectives

  • Understand and prepare the sales negotiation.
  • Acquire techniques of persuasion and influence to improve your proposition.
  • Identify and deal with the buyer's destabilisation techniques Adapt your communication for more persuasive arguments.

In concrete terms you will be able to...

  • Adopt the appropriate behavioural techniques for each stage of the negotiation meeting.
  • Establish a trust-based relationship with the other person.
  • Win over the buyer's loyalty.

Every podcast episodes will be available soon.

 

Programme

1. Podcast episode:
Sales and negotiation

2. e-Learning module:
Background to commercial negotiations

  • Differences between selling and negotiating.
  • Positioning yourself in the negotiation context.
  • Understand buyers better to negotiate better.

3. Podcast episode:
Successful negotiations are structured

4. e-Learning module:
Preparing commercial negotiations

  • Stabilising the balance of power using the power index matrix.
  • Preparing margins of manoeuvre using the negotiable points matrix.
  • Anticipating requests using the bargaining chips matrix.

5. e-Learning module:
Commercial negotiation: 7 keys to effective meetings

  • How to make a successful start.
  • Strengthening your negotiating position.
  • Steering towards a satisfying conclusion.

6. Podcast episode:
The role of psychology in negotiations

7. e-Learning module:
Commercial negotiation: coping with the pitfalls

  • Dealing with buyer-specific negotiation techniques.
  • Dealing with assertive techniques.
  • Responding to intimidation and disqualification tactics.

8. e-Learning module:
Commercial negotiation: Asserting yourself

  • Listening skills.
  • Understanding buyers for improved negotiation.
  • Choosing the appropriate words.
  • Using the “FRANC” method.
 
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