Negotiation and Closing Strategies

Negotiation and Closing Strategies udemy course free download

Learn how to use the sales cycle and come fully prepared with strategies and tactics to the negotiation table.

Welcome to our course on Negotiation and Closing Strategies! Throughout the modules of this course we will go through how to use the sales cycle and prepare for the negotiation, how to win the negotiation, and how to use the win to increase customer satisfaction so the next negotiation is even more successful.

In Module 1, we are learning about the sales cycle and going through the content of the course.

In Module 2, we are focusing on the Preparation Phase. The likely winner in every negotiation will most likely be the team who spent the most time on preparation. We will learn different techniques and strategies to prepare for the negotiation. The areas that are highlighted in this module are:

• What Drives a Purchase Decision

• Negotiation Roles

• Preparing Negotiation Strategies

• Influencing the RFQ

• Understanding Competition

• Prepare a War Room Team

• Fulfill the Customer's Must-Haves

• Identifying Value Drivers

• Understanding Time Constraints

• Understanding the Bargaining Zone

• Understanding the BATNA

• Plan Concessions & Asks

• Prepare more than one Offer

• Build Rapport

After having learned about these areas we are prepared to implement our strategies and tactics during the negotiation.

In Module 3, the focus is on the Negotiation Phase. The Negotiation Phase is the time to deploy the tactics from your negotiation and commercial strategies developed in the Preparation Phase. The areas highlighted in this module are:

• Manage Expectations

• Useful Negotiation Strategies & Tactics

• Listen and Observe

• Manage Biasing

• Focus on TCO and not Price

• Avoid the Commodity Trap

• Persuasion Techniques

• They are 20% Cheaper than you...

• Useful Phrases

• Closing the Deal

• To Leave or Not to Leave

• How to Manage Tough Wins

We have now signed a good deal and it is time to build customer satisfaction during the last phase of the sales cycle.

In Module 4, we are focusing on the Evaluation Phase. After the negotiation, you should focus on key learnings and implementation. This phase is essential for customer experience. The areas highlighted in this module are:

• Key Learning Points

• Deliver on Commitments

• Organizational Update

• Other Areas that influence Customer Satisfaction

• Upselling

Finally, in Module 5, we are summarizing the course. The areas in this module are:

• Case Study

• Self Reflection

• Test Questions

• Course Summary

• Further Reading

By the end of this course, you will have a comprehensive understanding of how to plan your negotiation and you will have learned different strategies and tactics to win the deal. I hope you will enjoy the course and have fun along the way!