BuildingWinning relationshIPs
ProgramObjectives and Benefit
By the end of the programme you will be able to: · Build win-win relationsh IPswith your customers win more opportunities · Maintain good relationsh IP withcustomers so to get the strong support and beneficial policy from the customers. · Plot your strengths andpitfalls in negotiating · Use a 2 phase model fornegotiating – preparing and bargaining · Direct negotiations to youradvantage by carefully planning your position · Plan extensively to avoidfailure in hostile negotiations · Get the best deal by handlinghostile negotiators professionally and ethically
Session1: Creating a Positive Impression · Make a successful first contact · Skills to make a positive impression - Mirroring body language - Adjusting your attitude - Giving complete attention · Influence others for buy-inwith a gentle pull
Session 2: Carry out aConsultation · Understand your clients needsusing a simple model – AIDA · Use questions to raisecustomers interest and uncover new opportunities · Learn different types ofquestions to up-sell to clients · Use a checklist to guide the DISCussion – ‘Decision Tree’
In this session you learned how to use 6 persuasive techniques intosales consultation. These are:
Ø Creativity Ø Credibility Ø Confidence Ø Competence Ø Caring Ø Convincing
Youwill demonstrate how to deliver these by using short extracts from your pre-prepared presentation. you can engage them in DISCussion.Inviting, then handling questions so to convince your clients and move them toclosing.
Session 3: Negotiation forWin-Win Planning effectively is half the battle for the successfulnegotiator; deciding your best and worst limits is vital during the planningphase; knowing how to negotiate your tradeables is vital during the bargainingphase.
Use a classic 2 step model for negotiation. The steps are: PreparingØ Set objectives Ø Decide fallback position Ø Identify tradable Ø Set the best and worst limits Ø Use "what if" approaches
BargainingØ Get the issues on the table Ø Ask questions Ø Clarify Ø Trade concessions Ø conclude
Session 4: BuildingWinning RelationshIPsThissession teaches you how to use winning behaviours which will ensure that peopleget to like you quickly. Target to the customers’ win & pain,displaying a positiveattitude, using your voice and eye contact, controlling your body language andengaging your clients are the success ingredients for building winningrelationsh IPs.
· Questioning techniques to DISCuss the client’s doubts and uncertainties · Help the client overcomebarriers through effective reasoning · Use closing techniques to movethe sale forward
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