Negotiation and Closing Strategies
Learn how to use the sales cycle and come fully prepared with strategies and tactics to the negotiation table.
4.61 (9 reviews)
76
students
7 hours
content
May 2023
last update
$15.99
regular price
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
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Related Topics
5293384
udemy ID
26/04/2023
course created date
27/10/2023
course indexed date
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