Overview

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!

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