Seminar
Popular courses
Negotiating to Defend and Protect Your Margins
One of the core tasks of sales is to sustain profits of the company, but not just to complete sales tasks. Each salesman should improve the skills about how to fully reflect customer value, help company gain profits and maintain the partnership of both sides during the communication with the clients.
Based on CEGOS’ original five principles for business negotiation, this course will help participants improve their current behavior by studying plenty of cases.
Based on CEGOS’ original five principles for business negotiation, this course will help participants improve their current behavior by studying plenty of cases.
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
One of the core tasks of sales is to sustain profits of the company, but not just to complete sales tasks. Each salesman should improve the skills about how to fully reflect customer value, help company gain profits and maintain the partnership of both sides during the communication with the clients.
Based on CEGOS’ original five principles for business negotiation, this course will help participants improve their current behavior by studying plenty of cases.
Based on CEGOS’ original five principles for business negotiation, this course will help participants improve their current behavior by studying plenty of cases.
Attendees
* Anyone who has some sales experience and expect to improve negotiate skills, so as to protect companies' profit in such fierce market competition
01
Preparation before seminar
02
Outlines
1. Negotiation and communication
* Definition of negotiation - why we need to negotiate
* Successful negotiation factors
* Ten mistakes in negotiation
* Understanding communication obstacles
* Listening effectively in negotiation
* Questioning effectively in negotiation
* Presenting effectively in negotiation
* Identifing misunderstandings and overcoming the obstacles
2. Why customers negotiate - being an efficient negotiator
* Duties of sales person
* Expectations of customers
* Motivations and needs of customers
3. The power of influence
* External influence
* Internal power
4. Enhancing arguments, overcoming obstacles - being a convincing negotiator
* FABE argument formulation
* Skills to reinforce arguments
5. Preparation before negotiation - being a well - prepared negotiator
* Contents to prepare before negotiation
* Steps of preparation
6. Five principles for business negotiations - being a professional negotiator
* Never compromising before a negotiation, sticking to negotiation terms, making customers committed to the contract step by step
* About price
7. Identifying the traps of your counterparts - being a smart negotiator
* Often-used traps of your counterparts
* Your solutions…
8. Avoiding conflicts and consolidating relationship - being a strategic negotiator
* Avoiding conflicts
* Consolidating relationship
* Criteria for a successful negotiation
* Definition of negotiation - why we need to negotiate
* Successful negotiation factors
* Ten mistakes in negotiation
* Understanding communication obstacles
* Listening effectively in negotiation
* Questioning effectively in negotiation
* Presenting effectively in negotiation
* Identifing misunderstandings and overcoming the obstacles
2. Why customers negotiate - being an efficient negotiator
* Duties of sales person
* Expectations of customers
* Motivations and needs of customers
3. The power of influence
* External influence
* Internal power
4. Enhancing arguments, overcoming obstacles - being a convincing negotiator
* FABE argument formulation
* Skills to reinforce arguments
5. Preparation before negotiation - being a well - prepared negotiator
* Contents to prepare before negotiation
* Steps of preparation
6. Five principles for business negotiations - being a professional negotiator
* Never compromising before a negotiation, sticking to negotiation terms, making customers committed to the contract step by step
* About price
7. Identifying the traps of your counterparts - being a smart negotiator
* Often-used traps of your counterparts
* Your solutions…
8. Avoiding conflicts and consolidating relationship - being a strategic negotiator
* Avoiding conflicts
* Consolidating relationship
* Criteria for a successful negotiation
03
Follow-up after seminar
Objectives
Schedules
开课地点： {{city}}
{{selected_activities.duration}} {{selected_activities.city_id}}
我要报名 Recent clients
Duration：{{seminar_duration}}
Price：{{seminar_price | EoFormatPrice}} CNY * per participant
Learning form：
Open Course
In-house
Virtual Classroom
| {{act.duration}} | {{act.city_id}} |
Seminar Inquiry
{{eo_store_model_footer}}
Our Honors
CEGOS MANAGEMENT CONSULTING (SHANGHAI) CO., LTD. Address：Rm 802, B-Tower, No.370, Pudian Road, Pudong, Shanghai
CEGOS BEIJING BRANCH OFFICE Address：7/F Taohui Xintian, 219 Wangfujing Street, Dongcheng, Beijing
CEGOS CHENGDU BRANCH OFFICE Address：13th, Floor, East Tower, Leading Cener, No.3-5, Xiyu Street, Qingyang, Chengdu
Shanghai administration ©2021 - CEGOS CHINA - Privacy Policy