Closing the Sale II ~ Optimizing Negotiations

Module Description

Building on some of the skills introduced in the Optimizing Communications course, participants learn the skills required to arrive at mutually agreeable and beneficial terms in situations where there are initially gaps in expectations between the two parties. These skills are equally useful in business and personally.

Prerequisite

Selling Skills I, Closing the Sales I

Content

Essential communication tactics for negotiation
Five types of customer objections
Three phases of Negotiation
Characteristics to plan an effective negotiation
Presentation strategies for negotiations
Considerations to trade to a mutually acceptable solution

Objectives

Knowledge assessment

Outline communication tactics essential to negotiation
Identify strategies for handling customer objections
Describe the three phases of negotiation

Skill assessment

Present a plan of effective negotiation
Demonstrate negotiation process with customer in real situation

Evaluation

Written examination
Skill demonstration assessment

Learning Resources

Text excerpts
On-line articles
Audio information
Video clips
Exercise sheets
On-line and print visuals

Instructional Modalities

Presentation and discussion
Instructor and peer networking
Guided learning
Independent learning
Presentations
Skill demonstrations
Large group discussion
Small group discussion
Instructor- learner interaction
Reflective exercises
Role plays
Case studies
Workshops
Online material presentation
Online discussion