Course Overview
Sales professionals in this negotiations training learn to manage business-to-business negotiations with customers who are aggressive, and who have plenty of competitive knowledge.
Participants use a practical process for discussing accommodations and maintaining value.
Format & Length
One-day in-person program
Two-day in-person program
Audience
Sales Representatives
Methods
Live Demonstrations
Real-Life Application
Pairs Practices with Feedback
Reference Checklist
You may need this program if...
Once a proposal is presented, the sales person focuses negotiation on price alone—without any adjustments in deliverables.
Potential customers pick apart proposals without seeing the entire value of the solution.
Customers often walk away feeling they didn’t get a good deal.
Sales representatives work hard to establish a competitive advantage with customers, only to downplay this advantage in negotiations.
Program Outcomes:
Recognize when to negotiate.
Use skillful communication to ensure you know a customer’s needs before negotiating.
Gain time to present a suitable response to customer demands.
Negotiate alternatives as necessary and sell solutions.
Respond appropriately to emotions expressed by the customer.
Ensure the customer and sales representative leave the sale feeling each received value.
Proven solutions with
meaningful business outcomes.
Tailored and Bespoke Offerings |
Custom learning solutions built for ease of implementation, that seamlessly integrate with existing systems. |
Real-World
|
Practical skills, tools and frameworks that learners can apply right away for long-lasting results. |
Partnership
|
An unwavering commitment to helping achieve your business’ success and ease the work of HR and Talent Development professionals. |
Related Resources and Posts
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