Mastering Sales Negotiation: Strategies for Success (MSN)

Generic Category: Communication (2  CPD credits awarded, subject to KEO’s approval)

Course Duration: 3 hours

Funding available: Nil

Course Synopsis:

This course equips sales professionals with the skills to navigate negotiations confidently and effectively. Participants will learn persuasive techniques, negotiation tactics, and trust-building strategies to close deals successfully. The 6Cs approach, combined with tools for handling objections and reading non-verbal cues, will enable participants to achieve win-win outcomes while maintaining strong client relationships.

Learning Outcomes:

1. Use persuasion techniques to influence negotiation outcomes.
2. Apply the 6Cs approach for structured and effective negotiations.
3. Master negotiation tactics to handle challenging scenarios.
4. Build trust intentionally during negotiation processes.
5. Handle objections confidently and constructively.
6. Recognize and interpret verbal and non-verbal clues and cues.

Course Outline:

1. Introduction to Sales Negotiation
   • Understanding the role of negotiation in sales.
   • Characteristics of a successful negotiator.
2. Persuasion Techniques
   • Strategies to influence decision-making.
   • Creating compelling value propositions.
3. 6Cs Approach to Negotiation
   • Overview of the 6Cs framework.
   • Practical application to structure negotiations.
4. Negotiation Tactics
   • Effective tactics to manage difficult scenarios.
   • Balancing assertiveness with collaboration.
5. Building Trust Intentionally During Negotiation
   • The psychology of trust in high-stakes discussions.
   • Tools to foster trust and credibility.
6. Handling Objections in Negotiations
   • Common objections and their root causes.
   • Techniques to address objections effectively.
7. Clues and CuesConclusion
   • Recognizing verbal and non-verbal signals.
   • Adjusting negotiation strategies based on client cues.

 Conclusion

• Integrating strategies into daily negotiation practices.
• Developing a personal plan for negotiation success.

Trainer Profile

Bernard Soo has over 18 years of experience in the Banking and Wealth Management industry, including 7 years as a private banker for High-Net-Worth Individuals and over 10 years in senior management roles such as Head of Wealth Proposition and Online Equities in Standard Chartered Bank and Head of Digital Wealth Proposition in UOB. In his management capacity, he designed and implemented bank-level acquisition strategies across the region to enable the Singapore bankers’ prospecting activities to help them achieve their acquisition goals.