Aim

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

Objectives

During this module participants will have the opportunity to cover …

• identify the benefits of the 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 our control in the process
• practise objection handling and negotiation skills through roleplay

The event will be participative with a variety of training aids used to cater for the differing learning styles likely to be present in the group. To ensure the opportunity to learn is maximised roleplays will be used. Respecting the need for confidentiality delegates are invited to share their experiences in this area and to ask questions at any time.