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Insight
The ultimate challenge to any new or experienced salesperson is selling in today's highly competitive markets where factors, which in the past had little effect on sales results, now dominate the selling process. This three-day programme has been specifically designed to stimulate and develop creativity in selling style. To ensure that learning is transferred into sales results our Field Sales Coaching System can give additional ongoing support, allowing organisations to experience the benefits of continuing personal development beyond this programme.

If you are serious about more profitable selling, Edison have one of the most effective approaches. Our programmes of learning will take the best sales people and make them better. And take mediocre sales people and turn them into sales leaders.

So if you think that strategic selling skills may be your route to increased sales success.
find out more

or want to discuss it further with a member of our learning support team then contact us now!

Learning in a box

All sales courses will be soon become fully blended, giving you access to the best learning content in the most cost effective way.

Learning in a box

 

 

NEGOTIATION SKILLS

Negotiation can make or lose more money for an organisation than any other means. It is one of those specialist skills that require some additional techniques from the salesperson's repertoire. Millions of pounds of sales are conducted every day why is it that some salespeople and some customers obtain much better results than others? The fact is that there are no magic solutions! There are however a number of identifiable key skills and approaches used by experienced sales negotiators which achieve better deals time after time, for both parties.

Learning summary

During two days of films, role-plays and practical exercises which will demonstrate the challenges and pressures that can develop in a live negotiating environment, delegates will experience how advanced techniques can make the difference in every type of negotiating situation.

  • Understand and recognise the structure that exists in the negotiation - plan how to apply a structure for more effective negotiations.
  • Techniques to manage the negotiation relationship - understand how to build the relationship to form the best 'initial stance' and remain in control throughout.
  • The role of communication - probing and questioning in order to obtain the most valuable information.
  • Recognise the strategies and tactics used by negotiators - understand the psychological effects of tactics and be one step ahead.
  • Assess the impact of bargaining over concessions - ensuring the end result will still be commercially viable.
  • Using sources of power and leverage - thinking ahead by expecting the unexpected.
  • Negotiating price - understand techniques of price presentation.
  • Identify the skills and qualities of a successful negotiator - assess your strengths and weaknesses through role-plays and self-analysis to improve your negotiating style.negotiation

 

Negotiating style profile

Introducing the theory and practice of collaborative negotiation, Edison use the Negotiating Style Profile (NSP). Based on Ury and Fisher’s win-win model, the NSP offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation.

Ultimately, participants will learn to focus on those skills and methods that are likely to produce synergistic outcomes.negotiation

Step-by-step, individuals will learn what it takes to become a collaborative negotiator — and how to avoid the most common negotiating pitfalls.

Candidate Profile:
Individuals who have had some experience of sales negotiation but particularly who would like to increase their level of self awareness and become more effective in key areas of business.

 

GETTING THE ADVANTAGE:

aDVANTAGE The ADVANTAGE Business Development process represents a simple and disciplined approach to developing your business, and it can be adapted by each Business Unit of an organisation as they see fit. There are five important characteristics of the programme. Find out more...
two reasons; the customer does not perceive value in the relationship with the salesperson and the customer feels that there is too much risk attached to making a decision to buy. ADVANTAGE helps by providing the salesperson with the most up to date selling techniques - to suit the current market situation and providing ongoing support to implement the tools and techniques necessary to achieve sales success. pathfinder

WHAT IS strategic selling

The ultimate challenge to any new or experienced salesperson is selling in today's highly competitive markets where factors, which in the past had little effect on sales results, now dominate the selling process. STRATEGIC SELLING has been specifically designed to stimulate and develop creativity in selling style. To ensure that learning is transferred into sales results our Field Sales Coaching System, combining online and face to face contact provides additional ongoing support, allowing organisations to experience the benefits of continuing personal development beyond learning into profitable sales. .