Why Sales Management, Retail and Negotiation Courses UAE?
In general, negotiating is a part of everyday life. We negotiate in our work, with our friends, and even with our family members. This section of the sales management, retail and negotiation courses UAE & abroad is designed to ensure participants will learn what negotiation is and how to get the most from their personal negotiations. Participants will discover their personality style and how to negotiate effectively with other personality styles. Participants will also explore sales strategies for negotiating, and how to apply them, starting with the questions to be addressed in each, for successfully negotiating with other parties.
In a sales negotiation, questions designed to probe for information or to arrive at an agreement usually fall into four basic categories:
The first one falls under how to negotiate with a retailer and starts by addressing the question: When retail asks for a price – how can I ensure that I negotiate a price that will maximize my sales and profits - what do I say? First, you have to know all of your potential costs. Second, you need to find the street price range of similar products in the chosen sales channels. Third, you calculate the percentage profit margin the sales channels can get. You have to hit the margin range that is expected by the retailer, so do calculations until you reach that and if you are new to the buyer – you will probably be told that your price is too high.
The second addresses Open or Nondirective Questions, for your customer cannot get by with a simple "yes" or "no" to open questions. These questions require thought; the customer must give an opinion or relate an experience. Examples of Open or Nondirective Questions are: "What do you think of...?","What has been your experience with...?", "How do you feel about...?" The open or nondirective question draws the prospect out to get answers that tell the salesperson the true needs and desires. Since open questions require more thought, the prospect tends to give more consideration to the salesperson's proposition. This is what we teach through our Sales Management, Retail and Negotiation Courses UAE & abroad.
The third addresses Directive or Structured Questions, used in conjunction with open or reflective questions to get more specific information. For example, "That was an interesting experience. When did it happen? When used properly, directive questions can encourage the prospects to concentrate on areas of agreement rather than disagreement and allow the prospects the opportunity to convince themselves. Learn how to do that with our Sales Management, Retail and Negotiation Courses UAE.
The fourth addresses Reflective Questions. A reflective question repeats or rephrases in the salesperson's words what the prospect says or seems to imply. Reflective questions are usually a response to the prospect's answer to an open or nondirective question. Their usual purpose is to clarify understanding of what the prospect really means or feels. Salespeople can use them to play back what the prospect said in the hope he will modify his stand. The use of reflective questions calls for careful listening, selectivity and great care that the question does not reflect on the prospect's intelligence.
All this and much more needed details will be discussed in our range of Sales Management, Retail and Negotiation Courses UAE, Oman, Istanbul and in cities across the world.
