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Art of Presenting and Negotiating with Clients

Date: July 04, 2017
Time: 1:30pm-5:30pm
Venue: Lourdes Suites, Makati City

At the heart of every client meeting is the sales presentation and negotiation. This is the “make or break” point that would lead to either a sales win or a loss.
 
The common belief is that all presentations should be long, laden with information and rhetoric may or may not match all clients’ preferences. In addition to this, 
managing objections and negotiating with clients is also one of the most problematic stages of the client meeting.
 
Today’s salesperson should be able to psychologize the clients and adapt their dialogue and negotiation to pave the way for a win-win outcome. This program seeks 
to help salespeople to read their clients and customize their presentations and negotiations to increase their chances of winning the sale.
 
The reasons for improving the presentation and negotiation skills of salespeople are:
1.  Clients today are time-starved and want more value in return for investing their time
2.  They are more informed, faced with a lot more choices and are becoming more demanding at the negotiation table
3.  Clients differ in their presentation preferences and their negotiation methods
4.  A Salesperson who is stuck in a |one-style-fits-all” presentation and negotiation approach would be more prone to sales losses than sales wins
 
This program addresses all these issues and presents key concepts and tools that would help the participants manage their presentations and negotiations better.
Various tips and techniques would be provided to increase their confidence and credibility as effective salespeople. All these are focused to make more closed deals possible to improve their over-all sales results.
 
 
Module 1: Presenting your Solution
 
A. Making your Actual Presentation
    1. Presenting with Confidence and Credibility
       a. The Keys to Credible and Effective Sales Presentations
       b. Managing your Fears and  the Intimidation Factor
 
    2. Clarifying the Goals of your Presentation
        a. Specific Actions you want to achieve from the Decision Maker/s
        b. Perception Changes you want to develop in the Decision Maker/s
 
    3. Maximizing the Client’s Attention Span
    4. The Vital Parts of the Presentation
        a. The Introduction
        b. The Body of the Presentation
        c.  The Conclusion
 
    5.  Understanding the Client’s Body and Spoken Language during the Presentation
 
B. Conclusion and Call to Action Points
    1.  Ending with Impact
    2.  Recapitulating Vital Information
    3.  Connecting their Needs to your Solution
    4.  Stating Vital Facts to Encourage the Client to Take Action
    5.  Clarifying the Essential Next-Step Actions for the Client
 
Module 2: Managing Objections and Client Negotiations
 
A. New Approaches to Handing Client Objections
    1.  Understanding why Clients Object
    2.  Mastering the Assertive Stance when faced with Objections
    3.  Differentiating a Valid Objection from a Lie or Invalid Excuse
    4.  The Stages of Objection Handling
    5.  The 5 Question Sequence for Probing Objections
    6.  Addressing the Client Objections
         a. Time-based Objections
         b.  Authority-based Objections
         c.  Price-based Objections
         d.  Need-based Objections
         e.  Competitor-based Objections
         f.   Relevance-based Objections
 
B.  Effective Negotiating to Close the Sale
     1. Strategies to Diffuse Client Objections
         a.  Pushback Technique
         b.  Deflection Technique
         c.  Chunking Up and Chunking Down Technique
         d.  Denial Method
 
     2. The No. 1 Rule when Negotiating
     3.  Knowing When and How to Negotiate
     4.  Creating your Give and Get Negotiation List
     5.  Understanding your Power and Leverage during the Negotiation
     6.  What to do and say during Sales Negotiations
     7.  What to Avoid during Sales Negotiations
     8.  Types of Sales Negotiation Tactics
          a. The Higher Authority Tactic
          b. Splitting the Difference
          c. The Hot Potato Tactic
          d. Good Guy-Bad Guy Technique
          e. Trading Off Technique



TERMS AND CONDITIONS:

The P1, 499+VAT per participant, per seminar rate will be applied for reservations made until June  7, 2017 and paid within the assigned due date  


The P1, 699+VAT per participant, per seminar rate will be applied for reservations made starting 
June 8, 2017 and paid within the assigned due date and P1, 999+VAT per participant, per seminar will be applied for on-site payments. 

 
[ Seminar Fee includes snacks, materials and certificate of completion ]

Duration: Half-Day

Rate: P1,699

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