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Course Six Negotiation Techniques and Presentation Skills Workshop (Two Day Program) This is the newest program in our course menu and we are excited about what it brings to our total training package. The course focuses on how to better negotiate with the Customer in a one-on-one meeting when you are not the lowest price alternative. It teaches how to sell other value areas and use specific techniques to switch the focus off of price as the only factor the customer will base their decision on. In addition, we teach the student how to be a better and more effective group presenter for their customer by using Power point and how to conduct a professional sales meeting. Day 1 Review of the psychology used by customers when making a decision and ideas on how to influence the customer and their decision making guidelines. The emphasis is placed on when you get to the customer and the challenge that arriving too late in the selling process represents. Techniques on how to overcome even a late start are taught. Areas of particular focus are on: Trading off Redefining the needs Creating Alternative Solutions In the afternoon, we review the principles of how to conduct a professional presentation. We look at three key areas: Preparation Presentation Follow Up Day 2 Half of the group is given the responsibility of conducting a negotiation session that is video taped and then critiqued by the class as well as the instructor while the other half is expected to deliver a 15-30 minute Powerpoint presentation on an individual topic they have selected the previous evening. When should the sales staff go through this program? This is a great rewards class for top producers as well as a vital program if your sales force's strategy is to hit your customer with a round of office presentations to get the largest possible exposure in a short timeframe. This can also be viewed as a stand alone class that does not need the previous programs for the student to be able to attend.