Win-Win Negotiations for Sales Course 

Class Outline:

Everything has been going great. The customer likes you, he likes the product; he seems to be ready to do the deal. But it is called “dealing” for a reason, and it isn’t done until you have negotiated a price and a set of terms that you can both feel good about. Sales negotiation is the part of selling that gives people the most trouble. That is where we can help.

Our Win-Win Negotiations for Salespeople is a two-day class that helps you develop important negotiation skills to get both you and your customer through the negotiation process in winning style. This principled approach to negotiating allows you to find solutions that will help you and your customer to come away from the negotiation phase feeling good about the process because you have both received value in the transaction. This highly interactive class combines discussion, small-group activities, role-plays and personal feedback to help you practice new skills as you learn them. From planning to proposing to bargaining and tactics, we cover it all in a way that will give you the confidence you need to succeed.

Class Objectives:

Participants in the "Win-Win Negotiations for Salespeople" class will learn to:

  • Maximize effectiveness in strategic, tactical, telephone and face-to-face sales negotiation situations
  • Effectively negotiate from the perspective of long-term value over lowest price
  • Effectively handle customer relationships to maintain collaborative connections during and after difficult negotiations
  • Understand their value, price their value, sell their value and negotiate terms and conditions in order to leave less money on the table
  • Build customer relationships by creating outcomes to benefit all parties in a negotiation situation (Building Deal Bundles)
  • Eliminate conflict and deadlocks during negotiations (5 phases)
  • Change the focus from negotiation tactics to planning and strategy while reinforcing key corporate values
  • Focus on interests and issues instead of taking dangerous positions
  • Realize that customers are most interested in their own profitability, and how to use that information to effect negotiation outcomes.

 
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 Classes: We offer Win-Win Negotiations as an open enrollment class held across the US.
Click here for upcoming public class dates.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training class.