Negotiation and Closing Strategies

Negotiation and Closing Strategies, available at $59.99, has an average rating of 4.56, with 38 lectures, 3 quizzes, based on 8 reviews, and has 68 subscribers.

You will learn about How to optimize your chances of winning by utilizing the three stages in the sales cycle Understand what drives a purchase decision and what you should focus on How to prepare your negotiation strategies How to understand and map competition Understand procurement scoring systems and how you can improve your win rate Strategy and tactic preparation that will improve your win-rate and profitability The importance of concession and asks strategies and how to map them An introduction to Bargaining Zones and BATNA The importance of preparing more than one offer Different tactics to build rapport with the customer Understanding procurement and competitor tactics and how your should counter them Why you and the customer should focus on TCO on not price during negotiations Different persuasion techniques, closing techniques, and useful probing questions How to manage claims that competition is 20% cheaper than you Negotiation techniques to close the deal and strategies how to manage tough wins Why it is important to focus on learning points after a negotiation How to improve customer satisfaction How upselling strategies will help your business case during the post-sale phase This course is ideal for individuals who are Sales Professionals and Leaders in B2B industries It is particularly useful for Sales Professionals and Leaders in B2B industries.

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Summary

Title: Negotiation and Closing Strategies

Price: $59.99

Average Rating: 4.56

Number of Lectures: 38

Number of Quizzes: 3

Number of Published Lectures: 38

Number of Published Quizzes: 3

Number of Curriculum Items: 41

Number of Published Curriculum Objects: 41

Original Price: $99.99

Quality Status: approved

Status: Live

What You Will Learn

How to optimize your chances of winning by utilizing the three stages in the sales cycle
Understand what drives a purchase decision and what you should focus on
How to prepare your negotiation strategies
How to understand and map competition
Understand procurement scoring systems and how you can improve your win rate
Strategy and tactic preparation that will improve your win-rate and profitability
The importance of concession and asks strategies and how to map them
An introduction to Bargaining Zones and BATNA
The importance of preparing more than one offer
Different tactics to build rapport with the customer
Understanding procurement and competitor tactics and how your should counter them
Why you and the customer should focus on TCO on not price during negotiations
Different persuasion techniques, closing techniques, and useful probing questions
How to manage claims that competition is 20% cheaper than you
Negotiation techniques to close the deal and strategies how to manage tough wins
Why it is important to focus on learning points after a negotiation
How to improve customer satisfaction
How upselling strategies will help your business case during the post-sale phase

Who Should Attend

Sales Professionals and Leaders in B2B industries

Target Audiences

Sales Professionals and Leaders in B2B industries

Welcome to our course on Negotiation and Closing Strategies! Throughout the modules of this course we will go through how to use the sales cycle and prepare for the negotiation, how to win the negotiation, and how to use the win to increase customer satisfaction so the next negotiation is even more successful.

In Module 1, we are learning about the sales cycle and going through the content of the course.

In Module 2, we are focusing on the Preparation Phase. The likely winner in every negotiation will most likely be the team who spent the most time on preparation. We will learn different techniques and strategies to prepare for the negotiation. The areas that are highlighted in this module are:

What Drives a Purchase Decision
Negotiation Roles
Preparing Negotiation Strategies
Influencing the RFQ
Understanding Competition
Prepare a War Room Team
Fulfill the Customer’s Must-Haves
Identifying Value Drivers
Understanding Time Constraints
Understanding the Bargaining Zone
Understanding the BATNA
Plan Concessions & Asks
Prepare more than one Offer
Build Rapport

After having learned about these areas we are prepared to implement our strategies and tactics during the negotiation.

In Module 3, the focus is on the Negotiation Phase. The Negotiation Phase is the time to deploy the tactics from your negotiation and commercial strategies developed in the Preparation Phase. The areas highlighted in this module are:

Manage Expectations
Useful Negotiation Strategies & Tactics
Listen and Observe
Manage Biasing
Focus on TCO and not Price
Avoid the Commodity Trap
Persuasion Techniques
They are 20% Cheaper than you…
Useful Phrases
Closing the Deal
To Leave or Not to Leave
How to Manage Tough Wins

We have now signed a good deal and it is time to build customer satisfaction during the last phase of the sales cycle.

In Module 4, we are focusing on the Evaluation Phase. After the negotiation, you should focus on key learnings and implementation. This phase is essential for customer experience. The areas highlighted in this module are:

Key Learning Points
Deliver on Commitments
Organizational Update
Other Areas that influence Customer Satisfaction
Upselling

Finally, in Module 5, we are summarizing the course. The areas in this module are:

Case Study
Self Reflection
Test Questions
Course Summary
Further Reading

By the end of this course, you will have a comprehensive understanding of how to plan your negotiation and you will have learned different strategies and tactics to win the deal. I hope you will enjoy the course and have fun along the way!

Course Curriculum

Chapter 1: Introduction

Lecture 1: Introduction to Negotiation

Chapter 2: The Preparation Stage

Lecture 1: What Drives a Purchase Decision

Lecture 2: Negotiation Roles

Lecture 3: Preparing Negotiation Strategies

Lecture 4: Influencing the RFQ

Lecture 5: Understanding Competition

Lecture 6: Prepare a War Room Team

Lecture 7: Fulfill the Customers Must Haves

Lecture 8: Identifying Value Drivers

Lecture 9: Understanding Time Constraints

Lecture 10: Understanding the Bargaining Zone

Lecture 11: Understanding the BATNA

Lecture 12: Plan your Concessions and Asks

Lecture 13: Prepare More than One Offer

Lecture 14: Build Rapport

Chapter 3: The Negotiation Stage

Lecture 1: Manage Expectations

Lecture 2: Useful Negotiation Strategies and Tactics

Lecture 3: Listen and Observe

Lecture 4: Manage Biasing

Lecture 5: Focus on TCO and not Price

Lecture 6: Avoid the Commodity Trap

Lecture 7: Persuasion Techniques

Lecture 8: They are 20% Cheaper than You…

Lecture 9: Useful Phrases

Lecture 10: Closing the Deal

Lecture 11: To Leave or Not to Leave?

Lecture 12: How to Manage Tough Must-Wins

Chapter 4: The Evaluation Stage

Lecture 1: Key Learning Points

Lecture 2: Deliver on Commitments

Lecture 3: Organizational Update

Lecture 4: Other Areas that Influence Customer Satisfaction

Lecture 5: Upselling

Chapter 5: Final Areas

Lecture 1: Case Study

Lecture 2: Self Reflection

Lecture 3: Additional Test Questions

Lecture 4: Course Summary

Lecture 5: Further Reading

Chapter 6: Bonus

Lecture 1: Bonus Lecture

Instructors

Anders Lindstrom
Business Advisor

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5 stars: 5 votes

Frequently Asked Questions

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