This workshop is a great follow-on course for translation PMs who have either completed my Selling Skills for Translation PMs course or have acquired a basic understanding of value-based selling. We will cover conversation starters and questioning techniques, handling objections and negotiation.
Conversation Starters & Basic Questioning Techniques
We will build on the in-depth understanding we learned about our customers and use this information to develop questions that will uncover buyer motives, needs and issues that go beyond simply asking about word counts, formats and delivery dates. These questions will help get the customer talking and sharing valuable information with you. You’ll be better able to assess their situation and know how to respond (yourself or passing along to sales or management).
Handling Objections
PMs are increasingly involved with handling objections and negotiation prices with existing and sometimes even new customers. Building on your knowledge and understanding you’ve gained about your buyers, you will learn how to handle the customer’s inevitable objections to price using various objection handling methods.
Negotiating Better Outcomes
The final section extends from handling objections to negotiating better outcomes with customers and not caving in to every request for a better price. We will focus specifically on techniques on when to negotiate and how to minimise the number of concessions you make. You’ll approach negotiations with more confidence.
These skills will be taught through a combination of interactive brainstorming, exercises and role play.
What You Will Come Away With
- A more in-depth understanding of your clients and why they buy
- Knowing how to ask the right questions
- Developing question scenarios you can use in real-life situations
- 6 techniques for handling price objections
- Practice handling typical client objections
- Basic negotiation principles
- 3 negotiation techniques to minimise concessions
Date and Time
This training meets 3 times. Attendees are expected to attend all 3 sessions.
Weds, Mar 2, 2016 3:00 PM – 4:20 PM GMT
Weds, Mar 9, 2016 3:00 PM – 4:20 PM GMT
Weds, Mar 16, 2016 3:00 PM – 4:20 PM GMT
Cost: for this course is £300.00. Multiple participant discounts are available. Please contact me for details info@l10nsalesandmarketing.com.
Registration: please click here and mention this workshop or call me on +44 (0)7825 603 626. Multi-participant pricing is available. Please mention this in the message field if interested.
Payment: bank transfer preferred. Details will be provided upon registration.