Introduction
Most people assume that selling occurs in an atmosphere of routine exchange. The assumption is that there exist established processes and procedures from which there is no deviation. When people exchange ideas intending to change the relationship, it is the start they either negotiate or persuade.
Both negotiation and persuasion depend on the communication skills of the parties involved.
Like all professional sales skills, negotiation and persuasion are skills that require training and these are skills that can be learnt, improved and refined through training and practice throughout our lifetime.
This interactive workshop will provide participants with the performance language of successful negotiators and power persuaders and develop participants’ potential and capability as effective negotiators and persuasive communicators.
Learning Outcomes
Learning Outcomes - Understand The Principles of Sales Negotiation and Persuasion
- Know The Essential Sales Negotiation Rules and Persuasion Process
- Identify and Respond To Customers' Negotiation Tactics Professionally
- Effectively Manage Challenging Sales Situations Through Negotiation and Persuasion
- Develop The Essential Negotiation Skills and Persuasion Techniques
- Identify and Use The Right Sales Negotiation or Persuasion Strategy to Influence Customers
Course Outline
Course Outline Day 1
- Mindset and Skillset Required For Negotiation and Persuasion
- Characteristics that Work Against Meeting of Minds
- Rules and Principles of Negotiation and Persuasion Process
- Recognise the Differences in the Approach to Persuasion and Negotiation
- Identify Core Skills Required for Effective Negotiation and Persuasion
- Knowledge, Skills, Attitude and Behaviours Required when Negotiating or Persuading
- Influence of the Different Types of Powers In The Persuasion and Negotiation Process
- Use The Right Approach By Recognising Customers Needs and Expectations
Day 2
- Establishing Best Positions – Competitive and Cooperative Tactics
- The function of Questions in the Negotiation and Persuasion Process
- Managing Situations When Customers Don’t Play By the Rules
- Strategies and Counter Strategies to Managing Customers Manoeuvres
- The Role of Culture and Communication Styles In the Negotiation or Persuasion Process
- Don’t Scarp the Barrel- Know the Value Before Engaging in the Negotiation or Persuasion
- Choosing The Right Sales Negotiation Strategy in Managing Difficult Situations And Ploys
- Checklist for Negotiation and Persuasion - Evaluating Successful Outcomes
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussions, situational analysis, exercises and participants’ presentations.
The Trainer
Trainer's Profile(This course will be conducted by one of the trainers)
Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.
Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behaviour Focused Communication and Humour in Presentations" and presented on Positive Business Minutes for News Radio 93.8.
He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.
Ho-Tan Whai Aun has been a consultant, speaker and trainer since he started working in the UK in the 1980's. He was responsible for implementing major projects with The Guardian Royal Exchange, Norwich Union, The Christian Trust, Norfolk County Council and ChristChurch Conferences.
Over the years, Whai Aun has trained many people through seminars, workshops and one-to-one supervision – he is also a mentor to professionals and senior managers in UK and Asia. He believes in continuing education and training, and empowering people through learning, training and application of evidence-based principles. He knows that personal success usually comes through incremental minor transformations rather than radical major upheavals, so he brings successful people to greater heights through corrective behaviour modifications and changing of their thought patterns and core beliefs.
Whai Aun is a sought-after speaker in complex technical presentations as well as in communications and counselling seminars. He has conducted training for the business and industrial sectors, hospitals, government bodies as well as for colleges, schools and charitable organisations.
Whai Aun graduated from Trinity College, Dublin (Ireland) in Business Studies and was a UK-trained Project Manager. Occasionally, he provides oversight, support and training for Marketing & Sales and HR staff – specialising in consumer heuristic evaluations and networking. He has also conducted seminars for the Sales Teams in various financial and manufacturing companies. He is a mentor and personal friend to top Sales producers and CEOs from different industries, as well as to various start-up entrepreneurs.
In Asia, some of the organisations he has worked with include Microsoft, Tan Tock Seng Hospital, Singapore Police Force, DBS Securities and The Salvation Army.
