received this newsletter...
source: http://www.course.sgtraininghub.com/page_1231399137312.html
1-day intensive practical workshop to prospect, improve and close more sales through effective negotiation skills
Course date: 23 Oct 2009
Time: 9 am to 5 pm
Venue: Furama RiverFront Hotel
(Former Apollo Hotel) Havelock Rd.
Nearest MRT: Tiong Bahru
Program Overview
This program serves as an introduction to best practice sales negotiations and will meet the
needs of sales person that have some negotiation experience but do not consider
themselves experienced sales negotiators. The workshop is focused on setting in place
principles for the development of robust sales negotiation skills.
Trainer
Gregory is a very dynamic and entertaining speaker/trainer. With more than 20
years in direct sales, he brings with him a wealth of experience in the field of
personal selling from telephone prospecting techniques to face-to-face selling and negotiation skills
that garner results.
Click HERE for trainer's profile
Course outline
Introduction to Sales -
- Introduce the participants to what is the definition of Sales,
the paper clip theory & what makes the sales person special.
Principles of Effective Selling
- Covers the main principles of effective selling.
Fundamental Selling Skills
- This section touches on the 5 main fundamental selling skills
What is sales negotiation?
- To produce a sales agreement
Why some sales negotiations dont work
- Lack of information of the other party
Win-Win sales negotiation
- Make necessary concessions to get what you want
Preparation for sales negotiation
- Goals, Trades, Alternatives, Relationships, Expected Outcomes,
Consequences, Power, Possible solutions
Exchange information
- Discuss agenda
Language of sales negotiation
- Finding common ground
Prepare for conflicts
- Creative process with positive outcome
Causes of conflict in sales negotiations
- Refusal to recognize each others point of view
Eight Critical sales negotiation mistakes
- Argue instead of influencing...etc
Basic use of Questioning
- Introduce the participants the art of high gain questions; its characteristics & benefits
Handling Objections
- Cover the 4 common types of objections & the 5 steps in handling them
Features & Benefits
- Examines the difference between a feature & a benefit & how to discuss benefits
Deliver Effective Sales Presentations
- Guide the participants through the 10 steps of delivering an effective sales presentations
Closing of business deal
- This section provides guidelines on closing a business deal
Handling Delays
- Touches on how to handle delays & the importance of following up
Early Bird Discount $88 off per pax
Group Discount: 2 pax additional 10% discount. 3 pax or more additional 15% discount
Tel: 9241 4209 (Enquiries) Fax: 6884 7640 (Registration)-Click HERE to download Registration Form
Email: benson@sgtraininghub.com Contact Benson
(Enquiries or Registration)
Visit www.sgtraininghub.com Online Registration
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Fees: $ 399 only-Include course notes, training certificate, refreshment and
sumptuous indigenous International buffet lunch at The Square @Furama
(Halal & Vegetarian meal provided)
Pay to Corporate Training Development
Mail: 25A ,Jalan Membina, #06-102, Singapore 162025
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