Negotiation and Closing Strategies

Learn how to use the sales cycle and come fully prepared with strategies and tactics to the negotiation table.

Created by: Anders Lindstrom
Business Advisor

What Will I 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.

Target audience

• Sales Professionals and Leaders in B2B industries