• Plan for negotiations that often take place during the sales process
• Become more effective when handling negotiations in person or on the telephone
• Minimize conflict and roadblocks by utilizing principled negotiation strategies
• Build internal unity by working within their organization during negotiations
• Understand the needs of different negotiating types and buyers
• Establish rapport and build chemistry
• Spurn dishonest tactics and focus on planning and strategy
• Focus on interests and issues that lead to common agreement
• Work with a common negotiation language to increase personal effectiveness
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their negotiation approach based on customer cues and buyer behavior
• Identify areas of concern and recommend appropriate solutions
• Recognize and disarm dishonest negotiations tactic
• Handle negotiations in an ethical manner that strengthens relationships
• Build better sales deals to increase profitability and satisfaction

As most experienced sales professionals have discovered, often, the toughest part of the sales cycle is not necessarily the prospecting process or “the pitch” but the final moments that lead up to the closing of a deal. Deals that showed promise of healthy profits have been known to turn into drains on company coffers when one party, intent on squeezing every penny out of a negotiation, acted in a way to negotiate unfair terms. Sales successes are won and lost during the negotiation stages of most opportunities. Unfavorable payment terms, overaggressive discounts, unreasonable delivery dates, deadlines and other factors can all turn a great sale into a transaction that should have never taken place. Our Sales Negotiations Skills Training teaches both new and experienced sales professionals how to negotiate effectively with their clients and how to recognize when the other party is acting in an unfair manner that could lead to disastrous consequences.

This highly interactive, one-day session, focuses on the need for developing and strengthening the negotiation skills of sales professionals. Centered on the concept of principled negotiations that seek to build a “win-win” for both parties, our workshop teaches participants how to focus on common interests and the strengthening of relationships while working to build a mutually beneficial deal. This hands-on training seminar utilizes simulation sessions, individual assessments and activities, group discussions and lecturettes to reinforce the learning process. A great deal of time is spent working on the planning stages of a negotiation so that participants are prepared to handle nearly any negotiation situation they may encounter. All activities are designed to increase knowledge transfer of sales reps who must handle negotiations with clients in their territory. With these skills in hand, sales professionals will be able to handle any face-to-face or telephone negotiation with greater effectiveness and a more positive effect on their company’s bottom line.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.