The ability to make a great first impression that instills credibility and therefore trust in your potential and current customers, centres on a set of skills and techniques that have their origin in the understanding of human behavioural traits. Learning the art of first class communication, strategic listening and questioning skills, building good rapport and body language improves the rate of sales success.

Learn how to recognise and avert or overcome obstacles that could impede or jeopardize the possibilities of achieving a successful outcome to your negotiation and sale. Understand the phases and timeline to a sales negotiation, by operating a ‘Propose, Bargain and Agree’ structure.

Knowing how to employ a range of closing strategies that will enable you to secure your intended sale and yet at the same time allow the customer to feel confident and satisfied that the business you have conducted with them is both fair and reliable, gaining their trust and respect and increasing the potential for future business.

Negotiation 2

Who Should Attend

This course is designed for individuals who have already attended our ‘Negotiating and Influencing’ course or are currently involved in selling as part of their careers, but feel they would benefit from further enhancing of their current ability to persuade and influence current or future customers.

Course content

Analyse behavioural traits and behavioural triggers
• Identify your behavioural type and your triggers
• Preparation, Planning & Practice
• Setting the Objective, planning the Strategy,
exploring the Tactics
• Setting your BATNA & WATNA – Your upper and lower
• Making the right, first impression
• Strategic Listening and Questioning techniques
• Building Rapport
• Selling the benefits
• Separating the person from the problem
• Propose, Bargain & Agree
• Overcoming obstacles
• Closing techniques

Learning objectives

• Learn why people, react differently to others to a
range of scenarios and situations
• Discover the importance of good preparation, great
planning and thorough practice on increasing your
success when negotiating in a sales environment
• Establish your upper and lower limits, what the deal is
worth to you and your company; can you afford to
walk away without an agreement? If so, what effect
will this have on you, your company and your
• Enhance your strategic ‘Listening’ and ‘Questioning’
skills and build a credible, trusting rapport from the
• Learn to overcome obstacles and barriers to
negotiations by separating the person from the
problem. Keep selling the benefits, the value of your
product, service or position. Conveying to your
adversary the benefits and consequences of
purchasing your product or service.
• Understand the timeline and structure of negotiating a
sale - Proposing, Bargaining and Agreeing. Building a
solid platform of understanding trust and credibility in
order to gain a lasting commercial relationship.
• Learn and understand the negotiating techniques of
closing a sale in order to enhance a satisfactory
outcome and building for future business.