Description
Faced with buyers who are increasingly 'difficult in business', it is essential to assert one's position firmly and flexibly, to know how to overcome disagreements and conflicts, to effectively assert one's interests while preserving a relationship. constructive. This improvement training in commercial behavior teaches you to develop winning attitudes to successfully manage this face-to-face encounter. By providing methods and training in concrete difficult negotiation situations, it has already enabled many salespeople to prevent and resolve conflicts in negotiations to obtain better results.
Who is this training for ?
For whom ?
Experienced salesperson, technical sales representative, delegate, sales engineer, key account manager and sales manager wishing to develop their personal resources to tackle difficult commercial situations more calmly.
Prerequisites
None.
Training objectives
Training program
- Tool No. 1: Ego states Discover your preferred modes of communication: self-diagnosis.
- Identify ineffective relationship modes in negotiation.
- Decode your clients' communication style.
- Choose attitudes adapted to the situation.
- Practice communicating 'on the customer's floor'.
- Tool no. 2: life positions Identify your reference life positions in difficult negotiations.
- Identify blocking negotiation situations: aggressiveness, bad faith on the part of the negotiator...
- Reestablish an effective mode of communication.
- Give yourself permission in the relationship commercial: binding messages.
- Tool No. 3: reframing in difficult negotiations Use reframing to help the client modify their perception: reframing of meaning, reframing of time.
- Dealing with objections in difficult negotiations: the CNZ method.
- Seek the posture of excellence to prepare for a difficult negotiation.
- Tool #4: anchoring Set a goal. Develop your self-motivation strategy.
- Control your emotion.
- Better manage your stress in negotiation.
- Overcome failures.
