Doug Lawrence

I enable global growth

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Sales negotiation in an international context

Sales negotiation in an international context

After this course you will be able to

Negotiate sales in an international context to the benefit you and your client.

Who is this course for?

This course is ideal for sales executives selling an international environment.

About the speaker

The trainer Doug Lawrence has helped organisations grow internationally by a success grounded in over 2 decades of direct international selling experience of language services and related technologies, and his interest in languages, cultures, and travel. His background includes international selling and management, training, consulting, speaking globally, and post-graduate lecturing. For more information please see About Me.

Course overview

  • An introduction to sales negotiation in an international context

    • What is Negotiation?
    • Negotiation types
    • The win/win perception
    • Understanding your personality
    • Minimising price ‘power’

  • Starting positions and initial strengths

    • Building effective rapport
    • Situational Knowledge
    • Knowing variables?
    • Dealing with existing and new clients
    • Defensive negotiation

  • Use and identify negotiation techniques, including

    • Improving ‘split the difference’ offers
    • Reverting to higher authority
    • Combating pricing objections
    • Resolving skepticism
    • Handling drawbacks
    • Pricing justification

  • Long term negotiation and pricing strategies

    • Increasing clients budgets
    • Working multiple departments and contacts
    • Triangulation
    • Cross-selling and up selling

  • Be aware of international considerations, including

    • Humor
    • Culture
    • Language
    • Political and historical sensitivities
    • Haggling

Where and when?

This course is usually delivered over a single day either as an in-house course or an open workshop.

Event organizers

This course can be ran as an open workshop in conjunction with your event. We can also help with:

  • promotion of the workshop (and your event)
  • participant registration
  • administration / payment collection

Please contact us for more details.

Languages this course can be delivered in

This course is delivered in English.  A glossary of terms can be made available in advance.

Sales negotiation in an international context: Book this course

Please contact us to book this course.

Testimonials

Client testimonials are important to me. I’m very grateful for clients choosing my services and their feedback which helps me and my team to continually develop our offerings. Courses and workshops run across the globe as in-company, conference workshops, or on-line events. Call us on US: +1 (347) 901-4949 / UK: +44 (0) 20 3287 7001 or email mail[@]douglawrence.com to discuss how our courses and workshops can help your organisation.

Sales Training for Translation Providers

Selling Translations® is the World’s leading professional Translation Industry Sales Training. Over 6,000 translation industry professionals from more than 120 countries have completed our courses either in-person or on-line. Topics include sales strategy, the translation industry, basic and advanced selling techniques, and account management.

Advancing your Freelance Translation Career is aimed at translators who have been freelancing for some time and want to focus on finding premium work with high-quality agencies and direct clients.

Useful information