Sales Skills II.

Handling difficulties and signing a contract

Aim: Learning to handle sales process, especially its breaking points, finishing a sale, negotiating price.

Course Topics:

  • Communication strategies of sales negotiation (neuro-linguistic programming, repetition, reflexion, mirroring, WIN-WIN strategies, active listening techniques, positive programming)
  • Self-assertion when dealing with a customer
  • Difficulties of sales negotiation („attuning“ to the customer, incompatible personalities, handling objections, disinterest, embarrassing moments, …)
  • Breaking points of sales negotiation (silence, irrational or aggressive behaviour of the customer, passive forms of aggression,…)
  • Change and reaction to change (flexibility in sales negotiation)
  • Finishing a sale and finalising a contract
  • Customer care after a sale