What you'll learn?
- Negotiation tools and techniques
- Real life examples of Negotiations
- Practical advice for preparing and running Negotiations
- Special Negotiation tips and advice for Sales professionals
- How to run Negotiations: step-by-step?
I did my utmost to pack my knowledge and best practice from 20 years negotiation experience into the simple and easy to use training material.
First of all, you will learn best practice for Sales and Negotiation. We will discuss how to prepare to Negotiations, how to run them, how to overcome the uncomfortable and tough situations, how to keep emotionally stable, and of course how to close the deals!
We will look at some real life examples from my business and private experience.
And there will be quite some practical assignments for you: I will encourage you to practice the negotiations! We will try to train that negotiation muscle, so that Key skills and principles of effective negotiation will be anchored in you. They will become your habit.
P.S. Giving you a heads up - this training is for those who want to have real results. If you skip the practice - you will not get the full effect of the course!
For those who are ready to work though, I personally guarantee that using the principles and methods explained in this training – you would feel yourself more confident during your negotiations and you would achieve much better results than before.
- Basic English
- If you have profit margin or sales value as your key performance indicator
- If you work in Business-to-Business sales
- If you work in Business-to-Customer sales
- If you struggle to sell without providing huge discounts
- Everybody facing Negotiations in their daily life or at work
Curriculum 17 Lectures 02:31:29
Section 1 : Introduction
- Lecture 1 :
General overview of the course: What are the biggest goas we want to achieve after this training? Who am I and what can I teach you in this training? What is the course structure?
- Introduction and content of the course Preview
Section 2 : Lessons, bonus video's and practical assignments
- Lecture 1 :
Here we will discuss the essentials, these straightforward and sometimes simple points. But neglecting them can however cost you or your employer greatly.
- Lesson 1. Fundamentals
- Lecture 2 :
Negotiators fall into two broad categories: the well prepared ons and the losers. This is why we suggest that you use a proven six-step preparation process for every important negotiation.
- Lesson 2. Preparing to your negotiations
- Lecture 3 :
To understand what you may face in your future negotiations and which strategy to choose, let's learn about five negotiating strategies according to the Thomas-Kilmann classification.
- Lesson 2 (bonus video). Preparing to your negotiations
- Lecture 4 :
We have got to a favorite topic of all salespeople - the skill of presentation. There are many misconceptions complicating not only salespeople’s lives, but also customers' lives. We will go through those misconceptions. One of the great tools that is already a standard in many large companies and which has proven to be extremely effective is called the persuasive selling model. It is a five-step presentation structure. We will go through this model here.
- Lesson 3. Presenting and closing the deal
- Lecture 5 :
A general rule is - always close a deal. You can read about different ways of closure but it is not the way but rather the very fact of closure that is important. Always close the deal and always record the agreement.
- Lesson 3 (bonus video). Presenting and closing the deal
- Lecture 6 :
The topic of this lesson is how to identify needs, ask questions and listen. During the sale, all our actions are focused on one task - how to make a customer want to buy.
- Lesson 4. Identifying needs, asking questions and listening
- Lecture 7 :
Here we will talk about the nature of rejections. Why do they happen? How to act when you get rejections? And how to deal with rejections? 6 steps model of overcoming rejections
- Lesson 5. Overcoming rejections
- Lecture 8 :
Try walking in their shoes, look at the situation with customer's pair of eyes.
- Lesson 5 (bonus video). Overcoming rejections
- Lecture 9 :
When you should start moving from sales to negotiations? And how to avoid mistakes when bargaining?
- Lesson 6. Bargaining
- Lecture 10 :
Some tips and tricks when bargaining. And the most important - practice bargaining!
- Lesson 6 (bonus video). Bargaining
- Lecture 11 :
Most negotiators who have experienced the pressure of this negotiation strategy believe that tough negotiation is the most difficult format. But you can definitely prepare for it! Let's take a closer look at it.
- Lesson 7. Tough negotiations
- Lecture 12 :
A little reminder after this lesson about tough negotiations. In tough negotiations, it is more important than ever to remember the negotiator's bill of rights.
- Lesson 7 (bonus video). Tough negotiations
- Lecture 13 :
This type of negotiation may seem simple and pleasant as no one is pressuring you. Yet it is in collaborative negotiations that inexperienced negotiators can lose a lot of money and may make the other mistakes not clarifying the quality requirements or legal demands. Let's see what is so special in this negotiation strategy.
- Lesson 8. Collaborative negotiations
- Lecture 14 :
How to control your emotions, how to be aware of them, and how to prepare to stressful situations during negotiations?
- Lesson 9. Emotional control in negotiations
Section 3 : Bottom line
- Lecture 1 :
Please feel free to download the presentation materials for this course. P.S. These materials are the Intelectual property of Robert Freeman, so please keep the materials for yourself and don't distribute them :)
- Summary of the course
- Lecture 2 :
Please rate and review this course. And join the other courses from Robert Freeman!
- Thank you! (message from Robert Freeman)
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