2 Day Course

EEFFECTIVE SALES NEGOTIATION SKILLS

17 & 18 August 09

9.00 am ~ 5.00 pm 

Hotel Singgahsana Petaling Jaya     

Who Should Attend: 

Sales & Marketing Executives / Assistant Manager / Managers & those who involves in sales negotiations.   

Course Outline 

Preparing For a Negotiation 

• Understanding the Principles and Mechanics of Negotiation
• Recognizing the Skills
• Sales Negotiation Steps
• Negotiation Glimpse: Action Speaks Louder!

Conducting a Negotiation 

• Judging the Mood
• Opening Up Communication Lines
• Presenting Your Proposal
• Case Study 1

Managing Objections & Breakdowns 

• Understanding Objections
• Dealing With Objections
• Handling Breakdowns
• Role-play 1
• Negotiation Games 1
• Role-play 2

Closing a Negotiation 

• Deciding When To Close
• Choosing How To Close
• Closing Strategies
• Negotiation Glimpse: Dress Up Properly!

Spotting and Countering Negotiation Traps 

• Negotiation Tactics
• Catching People in Verbal Trickery
• Handling Problems
• Case Study 2

Negotiating With Difficult People 

• The Sherman Tank and The Super-Agreeable
• The ‘Know-It-All’ Experts and The Bulldozer
• The Balloon, Exploder and The Complete Complainer
• Role-Play 3
• Negotiation Games 2
• Role-play 4

Course Fee 

CLAIMABLE UNDER HRDF / SBL SCHEME 

• RM 9400.00 per participant
• RM 890.00 Per Participant for 2 or more participants

(Fees are inclusive of tea break, lunch, course materials and certificate of attendance)  

Course Leader  

Dalilah Tamrin ~ a corporate trainer with years of experience in the Sales & Marketing and Customer Service Management. She was formerly Head of Operation & Marketing of a company overseeing the Operation & Management of the company and enforcing marketing and promotion strategies for the development of the Company.  

She was also the Executive Director of Alaf Lincah Sdn Bhd overseeing the Operations and Marketing of the Corporate Training, MLVK programmers and the Company administration aspects.

Her role continued to expand when she joined Sara Beattie Learning Centre Sdn Bhd as the Director of Educational Services overseeing the management of the US franchise programmers for the US-University entry examinations and the development of its Corporate Training programmers.

She had also contributed as a freelance writer together with Dr. Vikneswaran Nair for the hospitality column in the Business Today magazine.   

Dalilah has written various training manuals, proposals and working papers as well as delivered business consultations and training presentations for both private and public sector companies.

Her training topics include area in Marketing & Sales Management, Customer Service & Relationship Management & Strategic Planning where she had conducted various soft skills training to government agencies and private sectors. Dalilah holds an MBA from the University Of Findlay, Ohio in the United States of America.