Training in Negotiation and Objections

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It can be difficult to hear about objections to your product. As pressure mounts on both you and the company, it seems like you will have to do everything possible to please the customer. It can make it difficult to sell and even cause you to question your sales skills. Selling products is just as important as selling yourself.
We have created a training session that will help you improve your selling skills and overcome sales objections.

Who is this Negotiation & Objections Training Session for?
The Overcoming Objections Session aims to educate salespeople about the key objections they should be aware of and how to overcome them. This training session will be invaluable for salespeople, as well as our other training sessions that focus on key skills. You are likely to encounter objections as a salesperson. After all, clients are not robots and want to make informed decisions. This is not something to be panicked about. This training session will teach you how to anticipate and minimize objections, and make you a more competent and authoritative salesperson. You can combine this training session with other sessions to help you become the sales person every business needs.
These skills will allow you to turn even the most skeptical customers into loyal customers. You may even find it enjoyable and challenging to overcome objections. Contact us for more information or to schedule a training session.
Training sessions are held in Perth, Melbourne and Adelaide as well as Sydney, Canberra, Geelong and Parramatta.

Negotiation and Objections Training Outline

Lesson One

Getting Started

• Icebreaker
• Housekeeping Items
• Workshop Aims

Lesson Two

Understanding Negotiation

• The Three Phases
• Skills for Successful Negotiating

Lesson Three

Getting Prepared

• Placing Your WATNA and BATNA
• Identifying Your WAP
• Identifying Your ZOPA
• Personal Preparation

Lesson Four

Laying The Groundwork

• Setting the Time and Place
• Establishing Common Ground
• Developing a Negotiation Framework
• The Negotiation Process

Lesson Five

Phase One – Exchanging Information

• Getting off on the Right Foot
• What to Share
• What to Keep to Yourself

Lesson Six

Phase Two – Bargaining

• What to Expect
• Strategies to Try
• How to Break an Impasse

Lesson Seven

About Mutual Gain

• Three Ways to Watch Your Choices
• About Mutual Gain
• What Do I Want?
• What Do They Want?
• What Do We Want?

Lesson Eight

• Phase Three – Closing
• Reaching Consensus
• Building an Agreement
• Setting the Terms of the Agreement

Lesson Nine

Dealing With Difficult Issues

• Being Ready for Environmental Tactics
• Dealing with Personal Attacks
• Controlling Your Emotions
• Deciding When It’s Time to Walk Away

Lesson Ten

Negotiating Outside the Boardroom

• Adapting the Process for Smaller Negotiations
• Negotiating via Telephone
• Negotiating via Email

Lesson Eleven

Negotiating on Behalf of Someone Else

• Choosing the Negotiating Team
• Covering All the Bases
• Dealing with Tough Questions

Lesson Twelve

Wrapping Up

• Words From the Wise
• Lessons Learned
• Completion Of Action Plans and Evaluations