Advanced Negotiation & Closing Techniques: Mastering Complex Sales Negotiations

Introduction

Advanced Negotiation & Closing Techniques training equips professionals with the methodologies to master complex sales negotiations and effectively close deals. This course focuses on analyzing advanced negotiation strategies, implementing persuasive closing techniques, and understanding the impact of strategic negotiation on sales outcomes and client relationships. Participants will learn to handle high-stakes negotiations, develop win-win solutions, and understand the intricacies of psychological tactics and deal structuring. By mastering advanced negotiation, professionals can enhance their ability to secure favorable terms, build long-term client partnerships, and contribute to a more successful and strategic sales organization.

The increasing complexity of modern sales deals necessitates a comprehensive understanding of advanced negotiation and closing best practices. This course delves into the nuances of strategic planning, conflict resolution, and value creation, empowering participants to develop and implement tailored negotiation approaches. By integrating advanced negotiation expertise with sales acumen, this program enables individuals to lead initiatives that maximize deal success and drive revenue growth.

Target Audience:

• Sales professionals
• Sales managers
• Business development managers
• Account managers
• Key account managers
• Consultants
• Individuals interested in advanced negotiation
• Entrepreneurs
• Deal makers

Course Objectives:

• Understand the principles and importance of advanced negotiation and closing techniques.
• Implement techniques for conducting thorough negotiation preparation and planning.
• Understand the role of strategic communication and active listening in negotiation.
• Implement techniques for developing and implementing win-win negotiation strategies.
• Understand the principles of handling complex objections and resistance in negotiations.
• Implement techniques for utilizing psychological tactics and influence in negotiations.
• Understand the role of deal structuring and contract negotiation in closing deals.
• Implement techniques for conducting post-negotiation analysis and feedback sessions.
• Understand the legal and ethical considerations related to advanced negotiation.
• Implement techniques for developing and delivering training programs on advanced negotiation.
• Understand the challenges and opportunities of implementing advanced negotiation in diverse industries.
• Understand the role of continuous improvement in negotiation skills.
• Develop strategies for utilizing data and analytics to enhance negotiation preparation.

DURATION

5 Days

COURSE CONTENT

Module 1: Foundations of Advanced Negotiation

• Principles and importance of advanced negotiation and closing techniques.
• Understanding the relationship between negotiation and sales success.
• Benefits of mastering complex sales negotiations.
• Historical context and evolution of negotiation strategies.

Module 2: Negotiation Preparation and Planning

• Techniques for conducting thorough negotiation preparation and planning.
• Implementing research and data analysis.
• Utilizing negotiation frameworks and strategies.
• Managing negotiation planning.

Module 3: Strategic Communication and Active Listening

• Role of strategic communication and active listening in negotiation.
• Understanding verbal and non-verbal communication.
• Implementing active listening and questioning techniques.
• Managing communication strategies.

Module 4: Win-Win Negotiation Strategies

• Techniques for developing and implementing win-win negotiation strategies.
• Implementing value creation and collaborative problem-solving.
• Utilizing negotiation tactics and techniques.
• Managing win-win outcomes.

Module 5: Handling Complex Objections and Resistance

• Principles of handling complex objections and resistance in negotiations.
• Understanding objection handling techniques and strategies.
• Implementing conflict resolution and mediation.
• Managing objections.

Module 6: Psychological Tactics and Influence

• Techniques for utilizing psychological tactics and influence in negotiations.
• Implementing persuasion and influence strategies.
• Understanding behavioral economics and psychology.
• Managing influence.

Module 7: Deal Structuring and Contract Negotiation

• Role of deal structuring and contract negotiation in closing deals.
• Understanding contract terms and conditions.
• Implementing deal structuring and negotiation strategies.
• Managing deal closure.

Module 8: Post-Negotiation Analysis and Feedback

• Techniques for conducting post-negotiation analysis and feedback sessions.
• Implementing performance evaluation and feedback mechanisms.
• Utilizing lessons learned and continuous improvement.
• Managing post-negotiation activities.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.