Telephone Negotiation Skills Seminar

These days many important negotiation conversations are carried out completely over the phone or by email. This presents unique challenges to those accustomed to communicating about critical issues face to face. Not only does telephone negotiating require excellent negotiation skills, it also demands above average communication skills.

Our one or two-day Telephone Negotiation Skills Seminar teaches the telephone sales negotiation process and how it is influenced by the behavioral styles of all parties involved. The skills taught and learned will boost your company’s sales and profitability. Workshop participants will learn how to pinpoint customer concerns over the phone and design a negotiation proposal to address those concerns.

The interactive format using telephone switching equipment or audio recorded phone directories applies specific negotiation skills to important business situations such as telephone selling, including incoming calls, outgoing calls, order taking, prospecting, selling, customer service, collection, and telephone etiquette.

Direct focus is geared toward industry-specific and digitally video recorded exercises, role-plays, audio recorded phone conversations and telephone switching for real life telephone practice. This hands-on approach allows all participants to learn by doing rather than being lectured to. Intensive feedback from our professional negotiations instructor guarantees direct skill reinforcement and individual skill development.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice. Many of the skills learned in this class are also covered in our public Win-Win Negotiations seminar.

Objectives:

Participants will learn to:

• Develop an effective plan and strategy for all types of negotiations.
• Learn how to use the tone, pace and pitch of their voice to gain the attention and trust of the other party.
• Understand behavior styles to communicate more effectively with suppliers.
• Uncover interests and issues in order to avoid getting bogged down in unnecessary negotiation positions.
• Recognize and neutralize manipulative negotiation tactics.
• Handle difficult objections.