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Training Course Summary:

Sales people are taught how to negotiate a win-win solution, but purchasing staff appear rarely interested in this type of outcome, although they would benefit even more than the seller. This workshop is aimed at giving the purchaser the 'edge' in a negotiation whilst maintaining the win-win outcome to maintain after-sales relationships and repeat purchases at favourable rates. At the same time it shows how to counteract sales peoples ploys that aim to manipulate the buyer into making a hasty or inappropriate concession. Psychological aspects of the negotiation process are also examined, and role-play and exercises are included to demonstrate key points, and to help hone new skills.

What You Will Learn
Negotiation is about profit, not price.
The PASTS negotiation structure
Preparation of outcome positions
Agreement to negotiate: making sure the sales person has authority to negotiate.
Shopping List: finding out their 'improvement list. Asking for what you want.
Trading: how to haggle
Sealing the deal: making sure the seller agrees with the agreement.

Who Should Attend:

Staff who are involved in purchasing