Sales Professional GmbH    Im Haldenächer 14, CH-8907 Wettswil       info@salesprofessional.ch   +41 44 777 82 83

Decision

  • Sales Skill, Along the Sales Process

Because in sales, contrary to sport, only the gold medial counts, it is important that the sales also can close a deal.We are often asked if we could run closing technique workshops.

Workshop Overview

We belief that the client nearly automatically ask for the contract, if the following points were covered:

  • clarified exactly the clients requirements during the Qualification Phase
  • had contact with all the Buying Centre Members and know theirs business goals
    • Then the probability of winning should be higher. 


For this reason we recommend our clients to invest more time in the first sales phases and train optimally their sales. The parts which are important in the decision phase we cover in the workshop during the sales phases.

Workshop Goals

  • Determined in the matter - but fair to the negotiation partner
  • Continuous relations with clients - reach agreements to the advantage of both parties
  • Conducting negotiations - learn the important points
  • Recognise yourself - your own strength and potential of improvement
  • Practice - intensive training of different situations

Workshop Content

  • Basics of negotiation - the Harvard Concept
  • Calculation and pricing
  • Recognise your value
  • Negotiation tactics
  • Unwritten rules
  • Signals of terminations
  • Handling price issues
  • Ilustrate customer values
  • Important question before negotiation
  • Rejections of requests
  • Handle difficult persons in negotations
  • Negotiation check-list

Who should attend?

Sales Reps, Account Managers, Sales Managers, Pre-Sales, Consultants, Partners

Workshop Duration

2 days and follow-up workshop

Preparation

Own negotiation scenarios

Further workshops in the overview