Sales Negotiating for Profit
One-day course

You're well aware that an essential part of the sales process is being able to negotiate effectively. Successful sales people use the negotiation process to build stronger relationships with their clients. It can be a fantastic opportunity to demonstrate trust, respect and a sound understanding of the clients needs.

Bad negotiation can sour a relationship, resulting in deals that neither party are entirely satisfied with. This one day programme is designed to convey the principles of professional and profitable sales negotiation.

Course contents:

  • Introduction to sales negotiation
    • skills of the successful negotiator
    • different negotiation styles
    • principled win-win negotiation
  • Planning and preparation
    • analysing personal strengths and weaknesses
    • setting objectives
    • understanding your own position
    • questions you need answers to
    • planning your strategy
  • Opening the negotiation
    • creating an atmosphere of trust
    • understanding the other parties point of view
    • Uncovering the shopping list
  • Negotiation tactics
    • handling concessions
    • 'the games people play'
    • questioning and listening skills
    • interpreting non-verbal signals
  • Reaching Agreement
    • Making proposals
    • Searching for solutions - being creative
    • Confirming the agreement

Your team should leave this training course confident that they can negotiate successful agreements that enhance their relationship with the client.



For an informal discussion please call 01604 883541



995* for one-day courses
1995* for two-day courses

(fees are per course not per person)

*training room to be provided by purchasing company ,excludes agreed travelling/accommodation expenses



Sales Wigwam is a member of The Wigwam Company 2004
Other services provided by the Wigwam Company include UK headhunter (People Wigwam) and exhibition training (manning the stand)