Do you find it difficult to get past “you are too expensive” or “your competitors are much cheaper”?
Would you like to get more from your negotiations with clients?

 

Aim

The aim of this course is to improve participants’ confidence and skill when dealing with cost objections from clients and when negotiating terms of business.

Objectives

During this module participants will have the opportunity to …

• identify the benefits of their service

• identify how to handle common cost objections from clients
• define what negotiation is and when it should take place
• look at the key stages in a negotiation and consider how to manage each stage, including:
• planning and preparing for a negotiation
• identifying bargaining tools to use, other than price
• being aware of tactics used by the other party
• considering ways to enhance their control in the process
• practice objection handling and negotiation skills through roleplay
• create a personal action plan