Selling and Negotiating ::

• Part 1 – The Front End
  
• Part 2 – Selling
  
• Part 3 – Making a Sales Presentation
  
• Part 4 – Overcoming Objections
  

No-Fault Negotiating [44kb PDF]
This two-day, fast-paced, interactive workshop provides participants with the most innovative and successful negotiating techniques available. No-Fault Negotiating is a highly interactive, participant–centered course designed to improve the skills needed for successful negotiation outcomes, while learning and practicing five key principles of “win–win” negotiating. The workshop uses “real world” role-plays and business cases to involve each participant, and to ensure relevance for the participants. The following competencies are identified, explained, assessed and practiced in the workshop.

• Diagnostic Information Gathering: The process by which one discovers and uses every resource available to find and evaluate relevant information.
  
• Listening: The ability to hear, understand and respond to information received from others.
  
• Analytical & Creative Thinking: The ability to approach a problem using logical, systematic, and sequential thinking to make the right decision, and to create other options.
  
• Interpersonal Awareness: The ability to relate to others in a way that builds and enhances personal relationships.
  
• Problem Solving: The ability to identify and analyze potential problems, and to create alternative actions to avoid or eliminate problems.
  
• Relationship Building: The ability to relate to others in an open, friendly, and accepting manner; to show sincere interest in others’ concerns, and to initiate and develop key relationships as a priority.
  
• Effective Communication: The ability to ensure that information is conveyed to others, expressing yourself clearly—both orally and in writing—in ways that are persuasive to the intended audience.