SALES COURSES

This is a thoroughly practical two-day workshop. It will provide a clear method for handling the complexity and dilemmas of everyday sales bargaining. It uses the images of red, blue and purple to identify a whole range of negotiator’s behaviours and links these to the four phases common to all negotiations; - prepare, debate, propose and bargain.

Benefits to you

- Skills needed in negotiation

- Understand the key principles and stages in negotiation

- Improving your negotiation skills through a practical participating programme

- Handling the challenges, objections and conflict of negotiation

Who should attend?

Staff involved in selling products or in concluding cross party agreements.

Course to include

- The importance of yield

- Standing firm, selling value and benefits

- The red/blue (prisoner’s dilemma game)

- Attitudes, beliefs and behaviours of negotiators

- Red and blue attitudes

- The benefits of playing it purple

- Preparation

- Interests

- Issues

- Priorities

- Trading ranges

- Tradables

- Fights, arguments discord

- Debates and signals

- Difficult red negotiators

- Proposing

- Purple bargaining

- Closing the negotiation

- Challenging and bespoke role-plays using a professional Actor