Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 3,900
Overview
Designed specifically to help you refine and develop your existing negotiation skills, this "hands-on" concentrated course will give you innovative techniques and alternative negotiating strategies that can be applied immediately on return to the workplace to improve your business relationships and your profitability.
Learning Objectives
Acquire a six-step process which you can use to plan your negotiations so that you can be sure that you have all the bases covered
Develop and refine the 5 key skills crucial for expert negotiations: creating rapport, sensory acuity, yes sets, needs definition & sending positive messages
Gain a structure within which you can effectively apply your new-found skills
Understand how you can build on your own strengths and overcome your weaknesses in a negotiating situation
Acquire a blueprint which you can apply for each negotiation you attend
Know how to avoid common pitfalls and effectively handle "dirty tricks"
Learn about Customer Service and Quality Management Tools
Learn how to improve Customer Satisfaction
Improve your people skills
Learn how to proactively manage and control expectations
Who Should Attend
This course is designed for professionals working in sales and marketing, as well as those whose responsibilities require a stronger practical grasp of the subject and its application within their organisation.
Professionals in Sales & Negotiation
Sales, marketing and business development staff
Account and commercial managers
Course Outline
Day 1 — The Role Perception & Beliefs of Expert Negotiators
Understanding the implications of the win/win concept
Examining the 'inner game' of effective negotiation
Auditing your own negotiation style
Identifying how you can best further improve and refine your skills
Day 2 — The Art of Influence and Persuasion Creating Rapport
Building a sense of trust and understanding
Pairs exercise: the pacing and leading concept
Interpreting underlying messages
Explaining the three listening positions and when to use them
Day 3 — Planning and Conducting Effective Negotiations Planning the Negotiation
Working through a 6 step planning process
Specifying outcomes & building a database
Analyzing the database and understanding where the power lies
Building a settlement range
Day 4 — Coaching on Key Behaviours
Receiving individual coaching and feedback on current negotiating behaviour
Analyzing strengths and weaknesses using negotiating skills assessment checklists
Developing your key learning points
Group exercise: Planning & role-playing a series of negotiations
Day 5 — Breaking Deadlocks
Overcoming obstacles to agreement
'Chunk up' and 'chunk down' strategy
The power of metaphor
Applying the "negative consequences" technique
Accreditation
Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.
What do Al-Khobraa sales and marketing courses cover?
The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.
Who should attend a sales and marketing course?
These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.
How long are sales and marketing courses, and where are they held?
Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.
What certificate will I receive?
Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.
Can sales and marketing training be delivered in-house for our team?
Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.