Day 1

9:00 – 9:30am      Introduction and Ice-Breakers
9:30 – 11:00am   What constitutes a Negotiation
In this session, you can:

1. Differentiate a sales meeting from a sales negotiation
2. Define what you want from the negotiation
3. Dissect what went wrong during a previous encounter
4. Clarify the values governing the process

11:00 – 11:20am Morning Tea-Break
11:20 – 1:00pm   Self Mastery in Sales Negotiations
In this session, you can:

1. Feel confident in meeting ‘VIPs’ as equals
2. Be more relaxed when interacting with others ‘more knowledgeable’ than you
3. Raise your aura of authority using simple thought processes
4. Subtly impress your negotiation partners

1:00 – 2:00pm      Lunch
2:00 – 3:30pm      Sales Communication (1)
In this session, you can:

1. Create effective pre-negotiation small talk
2. Maintain other’s interest in you during a conversation
3. Make others like you easily
4. Apply “Context, Contact, Connect, Collect”

3:30 – 3:50pm      Evening Tea-Break
3:50 – 5:00pm      Sales Communication (2)
In this session, you can:

1. Control your voice volume to enhance your executive image
2. Tweak your vocal pitch and tonality to create a positive psychological sales effect
3. Use your voice qualities to influence clients to like you subconsciously
4. Build rapport with clients you are talking with

Day 2

9:00 – 9:30am      Welcome back and warm-ups
9:30 – 11:00am   Non-verbal Sales Comm. (1)
In this session, you can:

1. Enter a meeting room and get noticed
2. Exude an aura of confidence without saying a word
3. Build trust at the start of a sales meet-up
4. Feel less self-conscious surrounded by others at the boardroom

11:00 – 11:20am Morning Tea-Break
11:20 – 1:00pm   Non-verbal Sales Comm. (2)
In this session, you can:

1. Read other’s body language & feelings
2. Connect with others using body gestures to influence them
3. Disguise your intentions when speaking to people during a negotiation disagreement
4. Start closing your clients using body language

1:00 – 2:00pm      Lunch
2:00 – 3:30pm      Psychological Sales-Closes(1)
In this session, you can:

1. Identify who the decision-maker is at the negotiation table
2. Choose team-members who can enhance your negotiating-leverage
3. Use props to advertise you as a winner
4. Have others respond to you as an authority

3:30 – 3:50pm      Evening Tea-Break
3:50 – 5:00pm      Psychological Sales-Closes (2)
In this session, you can:

1. Employ subtle positive ‘traps’ for others
2. Create a relaxed negotiation atmosphere
3. Call the shots even when you are disadvantaged
4. Leave a lasting impression after the negotiation