Session 2

Relationship-based Selling & Negotiating Skills


Learning Objectives:

  • Learn about effective influencing approaches
  • Learn about your preferred influencing style
  • Connect Trusted Advisor concepts to selling and negotiating
  • Explore the wide range of selling opportunities and approaches
  • Practice using a relationship-based selling process
  • Discuss key elements of negotiation
  • Learn about your personal ¬†negotiation styles
  • Understand your personal strengths and weaknesses in negotiating
  • Learn a structured process for planning and conducting effective negotiations



Key Content:

  • Influencing Styles
  • Levels of Buying
  • Selling Ideas
  • Relationship-based Selling Process
  • 6-step Negotiation Process
  • Negotiation Style Inventory


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