Focuses on the salesperson's professional skills to convince the customer to buy. Now that the prospect has been found and the meeting point established, the test is on. This course will take you on a journey that will enhance your influencing skills and hone your negotiating skills.

1. Discover how different negotiating techniques can be used at different stages in making the sale
2. Demonstrate effective negotiating forms and methods
3. Show how customer problems or objections can be overcome

1. The ground rules
2. Buyer's behavior
3. Selling and bargaining techniques
4. What a salesperson needs
5. Elements of sales negotiation
6. The sales presentation
7. Effective communication
8. Appropriate forms of presentation
9. Objection-handling strategy
10. Factors influencing buyer behavior
11. Bargaining tactics