May 20, 2023

Negotiation and Closing Strategies

Learn how to use the sales cycle and come fully prepared with strategies and tactics to the negotiation table.
What you’ll learn
How to optimize your chances of winning by utilizing the three stages in the sales cycle
Understand what drives a purchase decision and what you should focus on
How to prepare your negotiation strategies
How to understand and map competition
Understand procurement scoring systems and how you can improve your win rate
Strategy and tactic preparation that will improve your win-rate and profitability
The importance of concession and asks strategies and how to map them
An introduction to Bargaining Zones and BATNA
The importance of preparing more than one offer
Different tactics to build rapport with the customer
Understanding procurement and competitor tactics and how your should counter them
Why you and the customer should focus on TCO on not price during negotiations
Different persuasion techniques, closing techniques, and useful probing questions
How to manage claims that competition is 20% cheaper than you
Negotiation techniques to close the deal and strategies how to manage tough wins
Why it is important to focus on learning points after a negotiation
How to improve customer satisfaction
How upselling strategies will help your business case during the post-sale phase
Requirements
Beginners can join the course but it will be an advantage to have more than 2 years of sales experience in order to better relate to the topics and examples.
Description
Welcome to our course on Negotiation and Closing Strategies! Throughout the modules of this course we will go through how to use the sales cycle and prepare for the negotiation, how to win the negotiation, and how to use the win to increase customer satisfaction so the next negotiation is even more successful.In Module 1, we are learning about the sales cycle and going through the content of the course.In Module 2, we are focusing on the Preparation Phase. The likely winner in every negotiation will most likely be the team who spent the most time on preparation. We will learn different techniques and strategies to prepare for the negotiation. The areas that are highlighted in this module are:What Drives a Purchase DecisionNegotiation RolesPreparing Negotiation StrategiesInfluencing the RFQUnderstanding CompetitionPrepare a War Room TeamFulfill the Customer’s Must-HavesIdentifying Value DriversUnderstanding Time ConstraintsUnderstanding the Bargaining ZoneUnderstanding the BATNAPlan Concessions & AsksPrepare more than one OfferBuild RapportAfter having learned about these areas we are prepared to implement our strategies and tactics during the negotiation.In Module 3, the focus is on the Negotiation Phase. The Negotiation Phase is the time to deploy the tactics from your negotiation and commercial strategies developed in the Preparation Phase. The areas highlighted in this module are:Manage ExpectationsUseful Negotiation Strategies & TacticsListen and ObserveManage BiasingFocus on TCO and not PriceAvoid the Commodity TrapPersuasion TechniquesThey are 20% Cheaper than you…Useful PhrasesClosing the DealTo Leave or Not to LeaveHow to Manage Tough WinsWe have now signed a good deal and it is time to build customer satisfaction during the last phase of the sales cycle.In Module 4, we are focusing on the Evaluation Phase. After the negotiation, you should focus on key learnings and implementation. This phase is essential for customer experience. The areas highlighted in this module are:Key Learning PointsDeliver on CommitmentsOrganizational UpdateOther Areas that influence Customer SatisfactionUpsellingFinally, in Module 5, we are summarizing the course. The areas in this module are:Case StudySelf ReflectionTest QuestionsCourse SummaryFurther ReadingBy the end of this course, you will have a comprehensive understanding of how to plan your negotiation and you will have learned different strategies and tactics to win the deal. I hope you will enjoy the course and have fun along the way!
Who this course is for
Sales Professionals and Leaders in B2B industries
Homepage

https://www.udemy.com/course/negotiation-and-closing-strategies/

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