NEGOTIATION MASTERCLASS

NEGOTIATE BETTER DEALS

FOR YOU & YOUR CLIENTS!


STOP SEEING NEGOTIATION AS ADVERSARIAL START WORKING WITH YOUR CLIENTS & ARRANGE THE BEST DEAL FOR YOU BOTH!

My NEGOTIATION MASTERCLASS Programme provides the skills and confidence to

negotiate the BEST deals!

 

Effective negotiation is a critical element of selling. Yet, negotiation is often seen by Sales Professionals as an adversarial process.

 

When it is handled in this adversarial way, it sours the good relationship that has been established. Damaging it and limiting the future business potential.  

 

Sales Professionals frequently agree to inappropriate financial terms, feeling that they

are in a position of weakness, rather than negotiating the whole package from

a POSITION OF STRENGTH.

 

This comprehensive, practical Programme will give your Sales Professionals the skills, techniques and confidence to negotiate professionally and in a way that

actually develops the relationship.

 

Arrange for your sales Team to attend Negotiation Masterclass to enable them to do

better deals, secure business on terms that give you the best return available, while addressing your clients' AND customers' needs.

 

The Programme will be customised to your Sales Team's needs

and to the market in which they sell.


PROGRAMME DELIVERY

NEGOTIATION MASTERCLASS is an intensive Programme that

can be run over 2 or 3 consecutive days.

 

The longer the Programme, the more skills and confidence development

opportunities are included, and the more negotiation planning in respect of

actual relationships being managed will be done.


FULLY

CUSTOMISED FOR YOUR COMPANY!

The Programme will be fully customised so that the content is related specifically to the market in which your Sales Professionals negotiate.

 

I can liaise with the participants, to gain insights from them about the particular challenges they face and what they would like to address.

NEGOTIATION

PLANNING DURING

THE PROGRAMME

Programmes are run "Workshop style". So the direct application of the skills and techniques addressed is planned during the Programme.

 

Your Sales Professionals come away with a clear understanding of how to apply the negotiation techniques and strategies, in their specific selling situations.

DEVELOPS

SKILLS &

CONFIDENCE!

In addition to providing the skills and techniques necessary for achieving negotiating effectively, my Programme also develops confidence.

 

This means confidence in applying the skills and techniques.

 

And I also share how to develop inner strength and a negotiation winning mind set.

THE FOCUS

IS ON

RESULTS!

Effective selling is about getting results and establishing long term, profitable, business relationships.

 

Negotiation Masterclass is designed to provide your Sales Professionals with everything they need to negotiate the best deals for your company and your clients.


NEGOTIATION MASTERCLASS

HOW TO NEGOTIATE PROFITABLE DEALS & DEVELOP

THE RELATIONSHIP WITH YOUR CLIENT OR CUSTOMER

CRITICAL BASICS FOR SUCCESSFUL NEGOTIATION

KEY PRINCIPLES

Understanding the different types of negotiation: integrative vs distributive.

The "Key Principles" that underpin

effective negotiations.

DEVELOPING THE

MIND SET YOU NEED

SEEING NEGOTIATION AS AN OPPORTUNITY

Managing your inner dialogue so that it supports you at all times.

 

Overcoming limiting beliefs and

developing ones that will make you

even more effective.

 

Techniques for gaining instant

confidence during tough negotiations.

 

Re-framing challenges and

overcoming hurdles.

 

Developing and maintaining a

the mind set you need.

PERSUASION

FINDING A WAY FORWARD

Adding "Value" throughout the negotiation.

 

Overcoming objections and sticking points.

 

Responding to buying signals opportunities.

 

Re-framing - for you and for your client / customer, to identify the upsides and solutions.

 

Using positive, infectious language to

engage your client / customer, and

progress the negotiation.

 

Influencing techniques.

 

Asking for business - when and how.

 

Closing the negotiation, in a

non-coercive way.

 

Recognising the "Magic Window" that

opens during the close, and

providing additional "value"to

increase the deal size.

NEGOTIATION TECHNIQUES

NON COERCIVE TECHNIQUES

TO HELP GET THE DEAL DONE

Analysis of the dynamics of a negotiation

and identification of the different situations, positive and negative, that will occur.

 

How to avoid or address these situations.

 

Techniques for handling every eventuality.

DEAL

DYNAMICS

WHAT MAKES A "GOOD" DEAL?

Identifying and prioritising your "Variables".
 

Defining your "Negotiation Range".
 

Understanding the significance of "Reservation Point" and "BATNA".

 

Assessing the other party’s position: their "Variables" (and priorities), "Negotiation Range", pressures, constraints,

likely expectations, approach and

"negotiation style".

 

Knowing your competitors.

 

Structuring Deal Options - initial work

to check the feasibility and potential profitability of a deal.

KEY

NEGOTIATION SKILLS

THE SKILLS THE PRO'S USE

Questioning techniques.

 

Engaging with the other person.

 

Encouraging them to respond, and drilling down to gain more helpful  information.

 

Gaining an understanding the "real"

position, objectives and constraints

of the other party.

 

Challenging requests and statements

in a non confrontational way.

 

Exploring options.
 

Contributing assertively throughout

the discussion.
 

Using your own non verbal behaviour effectively and interpreting the NVB of the other party.

 

Handling pressure, aggression and the unexpected.

 

Maintaining rapport and further developing your relationship during the negotiation.

NEGOTIATION

PROCESS

MANAGING EACH STAGE

(1) Key Preparation.

 

(2) Opening the negotiation.

 

(3)  How to Bargain

professionally and effectively.

 

(4) Reaching Agreement.

 

Overcoming blockages to progress.

SHALL WE TALK ABOUT HOW NEGOTIATION MASTERCLASS CAN WORK FOR YOUR SALES TEAM?

It all starts with a conversation

Please click below to email me or call (+65) 6832 5957

CONTACT

Loxton Consulting Group (Singapore) Pte. Ltd

Training Centre

20 Collyer Quay 

#23-01

Singapore

049319

t: (+65) 6832 5957

e: ClientSupport@paulloxton.com

www.paulloxton.com

PRIVACY POLICY & DISCLAIMER

© Paul Loxton 2020. All Rights Reseved.