BuildingWinning relationships
ProgramObjectives and Benefit
By the end of the programme you will be able to:
· Build win-win relationshipswith your customers win more opportunities
· Maintain good relationship withcustomers so to get the strong support and beneficial policy from the customers.
· Plot your strengths andpitfalls in negotiating
· Use a 2 phase model fornegotiating – preparing and bargaining
· Direct negotiations to youradvantage by carefully planning your position
· Plan extensively to avoidfailure in hostile negotiations
· Get the best deal by handlinghostile negotiators professionally and ethically
Session1: Creating a Positive Impression
· Make a successful first contact
· Skills to make a positive impression
- Mirroring body language
- Adjusting your attitude
- Giving complete attention
· Influence others for buy-inwith a gentle pull
Session 2: Carry out aConsultation
· Understand your clients needsusing a simple model – AIDA
· Use questions to raisecustomers interest and uncover new opportunities
· Learn different types ofquestions to up-sell to clients
· Use a checklist to guide thediscussion – ‘Decision Tree’
In this session you learned how to use 6 persuasive techniques intosales consultation. These are:
Creativity
Credibility
Confidence
Competence
Caring
Convincing
Youwill demonstrate how to deliver these by using short extracts from your
pre-prepared presentation. you can engage them in discussion.Inviting, then handling questions so to convince your clients and move them toclosing.
Session 3: Negotiation forWin-Win
Planning effectively is half the battle for the successfulnegotiator; deciding your best and worst limits is vital during the planningphase; knowing how to negotiate your tradeables is vital during the bargainingphase.
Use a classic 2 step model for negotiation. The steps are:Preparing
Set objectives
Decide fallback position
Identify tradable
Set the best and worst limits
Use "what if" approaches
Bargaining
Get the issues on the table
Ask questions
Clarify
Trade concessions
conclude
Session 4: BuildingWinning Relationships
Thissession teaches you how to use winning behaviours which will ensure that peopleget to like you quickly. Target to the customers’ win & pain,displaying a positiveattitude, using your voice and eye contact, controlling your body language andengaging your clients are the success ingredients for building winningrelationships.
· Questioning techniques todiscuss the client’s doubts and uncertainties
· Help the client overcomebarriers through effective reasoning
· Use closing techniques to movethe sale forward
