Training Course on Negotiation Skills for Sales Professionals

Module 1: Fundamentals of Sales Negotiation

ü  Understanding the negotiation process in sales

ü  Key differences between selling and negotiating

ü  The role of preparation in successful negotiations

ü  Identifying negotiation styles and their impact

ü  Practical Session: Simulated negotiation role-play

Module 2: Strategic Preparation for Negotiations

ü  Researching the client and market conditions

ü  Setting negotiation objectives and walk-away points

ü  Anticipating objections and preparing responses

ü  Developing a negotiation playbook

ü  Practical Session: Creating a negotiation strategy for a case study

Module 3: Effective Communication in Negotiations

ü  Active listening and questioning techniques

ü  Verbal and non-verbal communication cues

ü  Framing proposals persuasively

ü  Building rapport and trust with clients

ü  Practical Session: Role-play on persuasive communication

Module 4: Psychology of Negotiation

ü  Understanding buyer psychology and decision-making

ü  Leveraging emotional intelligence in negotiations

ü  Techniques to influence and persuade

ü  Recognizing and countering manipulative tactics

ü  Practical Session: Applying psychological principles in a mock negotiation

Module 5: Handling Objections and Counteroffers

ü  Common sales objections and how to address them

ü  Techniques to turn objections into opportunities

ü  The art of concession management

ü  Strategies for responding to lowball offers

ü  Practical Session: Objection-handling drills

Module 6: Win-Win Negotiation Strategies

ü  Creating mutually beneficial agreements

ü  Collaborative vs. competitive negotiation approaches

ü  Techniques for expanding the negotiation pie

ü  Long-term relationship building through fair deals

ü  Practical Session: Win-win scenario negotiation exercise

Module 7: Advanced Closing Techniques

ü  Recognizing buying signals

ü  Trial closes and assumptive closing methods

ü  Handling last-minute resistance

ü  Securing commitments and follow-ups

ü  Practical Session: Closing role-play simulations

Module 8: Negotiating in Complex Sales Environments

ü  Multi-party negotiations and stakeholder management

ü  High-stakes negotiations and deal structuring

ü  Cross-cultural negotiation considerations

ü  Negotiating with procurement teams

ü  Practical Session: Complex negotiation case study

Module 9: Digital Negotiation Skills

ü  Best practices for virtual negotiations

ü  Email and phone negotiation techniques

ü  Managing negotiations via video conferencing

ü  Ensuring clarity and agreement in digital deals

ü  Practical Session: Simulated virtual negotiation

Module 10: Post-Negotiation Evaluation and Improvement

ü  Analyzing negotiation outcomes for learning

ü  Gathering feedback and refining strategies

ü  Continuous improvement in negotiation skills

ü  Building a personal negotiation improvement plan

ü Practical Session: Self-assessment and peer feedback

About the Trainers

Our trainers are seasoned sales and negotiation experts with over 15 years of experience in corporate training, business development, and high-stakes deal-making. They have trained professionals across industries and bring real-world insights to the training room.

Requirements

ü  Participants should be reasonably proficient in English. 

ü  Applicants must live up to Phoenix Center for Policy, Research and Training admission criteria.

Terms and Conditions

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@phoenixtrainingcenter.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254737566961

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Phoenix Center for Policy, Research and Training Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

Tailor Made Courses

This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location.

For further inquiries, please contact us on Tel: +254720272325 / +254737566961 or Email training@phoenixtrainingcenter.com  

Accommodation and Airport Transfer

Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@phoenixtrainingcenter.com or on Tel: +254720272325 / +254737566961