Home   »   Online Training – Advanced Sales Negotiation & Closing Strategy

Online Training – Advanced Sales Negotiation & Closing Strategy

Advanced Sales Negotiation & Closing Strategy

OVERVIEW

Dalam proses penjualan, kemampuan menawarkan produk atau layanan saja tidak cukup. Sales professional perlu mampu memahami kebutuhan dan kepentingan pelanggan, membaca posisi tawar, membangun nilai, menghadapi keberatan, mengelola permintaan harga, serta menentukan strategi negosiasi yang tepat. Kemampuan tersebut menjadi semakin penting ketika menghadapi negosiasi kompleks, pelanggan yang sulit, tekanan harga, persaingan vendor, maupun proses pengambilan keputusan yang panjang.

Pelatihan Advanced Sales Negotiation & Closing Strategy meningkatkan kemampuan peserta dalam melakukan negosiasi penjualan secara strategis, membangun nilai, menghadapi keberatan, serta mengarahkan prospek menuju keputusan pembelian. Pelatihan ini membekali peserta dengan kemampuan membaca posisi pelanggan, memahami kepentingan dan daya tawar, mengelola tekanan negosiasi, menyusun strategi konsesi, mempertahankan profit margin, serta menerapkan berbagai teknik closing secara profesional dan efektif.

 

TUJUAN

Setelah mengikuti pelatihan, peserta diharapkan mampu:

1. Memahami prinsip dan strategi advanced sales negotiation.
2. Menganalisis kebutuhan, kepentingan, dan posisi tawar pelanggan.
3. Mempersiapkan strategi negosiasi berdasarkan profil dan karakteristik customer.
4. Membangun value sebelum memasuki pembahasan harga.
5. Mengelola price objection dan customer resistance secara efektif.
6. Menggunakan teknik questioning dan active listening dalam negosiasi.
7. Mengembangkan strategi konsesi tanpa mengorbankan profitabilitas.
8. Menghadapi aggressive negotiator dan difficult customer.
9. Menciptakan win-win negotiation yang menghasilkan hubungan bisnis jangka panjang.
10. Menggunakan berbagai teknik closing sesuai situasi dan karakter pelanggan.
11. Mengenali buying signals dan menentukan timing closing yang tepat.
12. Mengatasi stall, hesitation, dan last-minute objection.
13. Meningkatkan conversion rate dan sales performance.
14. Menyusun strategi follow-up setelah proses negosiasi dan closing.

 

MATERI Training Online – Advanced Sales Negotiation & Closing Strategy

1. Advanced Sales Negotiation Fundamentals

• Konsep dan prinsip negosiasi penjualan
• Sales negotiation vs. traditional negotiation
• Negotiation mindset
• Win-win vs. win-lose negotiation
• Tahapan proses negosiasi

2. Negotiation Preparation & Strategy

• Menentukan negotiation objectives
• Identifikasi target dan batas negosiasi
• Best Alternative to a Negotiated Agreement (BATNA)
• Analisis posisi dan kepentingan pihak terkait
• Negotiation planning

3. Customer Psychology & Buying Motivation

• Customer buying behavior
• Buying motives
• Emotional vs. rational decision making
• Customer pain points
• Identifikasi decision maker dan influencer

4. Value-Based Selling Before Negotiation

• Building customer value
• Value proposition
• Feature vs. benefit vs. value
• Differentiation strategy
• Membangun perceived value sebelum membahas harga

5. Advanced Questioning & Active Listening

• Strategic questioning
• Open-ended questions
• Probing questions
• Clarification techniques
• Active listening untuk menemukan kepentingan tersembunyi

6. Price Negotiation & Value Protection

• Menghadapi permintaan diskon
• Price objection
• Price vs. value conversation
• Anchoring strategy
• Protecting profit margin
• Negotiating without immediately lowering price

7. Strategic Concession Management

• Prinsip pemberian konsesi
• Conditional concession
• Give and take strategy
• Prioritas konsesi
• Menghindari unnecessary discounting

8. Handling Difficult & Aggressive Negotiators

• Mengenali tipe negotiator
• Menghadapi customer yang dominan
• Handling pressure tactics
• Dealing with threats and ultimatums
• Maintaining professionalism under pressure

9. Persuasion & Influence in Sales Negotiation

• Principles of persuasion
• Influence techniques
• Social proof dan credibility
• Creating urgency
• Building customer commitment

10. Advanced Objection Handling

• Identifikasi akar keberatan
• Price, quality, competitor, dan timing objections
• Reframing customer objections
• Turning objections into buying opportunities
• Last-minute objection management

11. Advanced Closing Strategy

• Konsep strategic closing
• Trial close
• Alternative choice close
• Summary close
• Urgency close
• Assumptive close
• Consultative closing

12. Reading Buying Signals

• Verbal buying signals
• Non-verbal buying signals
• Customer engagement indicators
• Recognizing readiness to buy
• Menentukan timing closing

13. Handling Stalling & Delayed Decisions

• “Saya pikir-pikir dulu”
• “Tunggu approval”
• “Bandingkan dengan vendor lain”
• “Harganya masih terlalu tinggi”
• Teknik mengubah hesitation menjadi commitment

14. Negotiation Communication & Executive Selling

• Executive-level communication
• Business case presentation
• Communicating commercial value
• Negotiating with procurement
• Negotiating with decision makers

15. Closing, Follow-Up & Deal Acceleration

• Closing confirmation
• Deal documentation
• Follow-up strategy
• Maintaining customer commitment
• Cross-selling dan up-selling opportunity
• Building long-term customer relationship