live online virtual training workshop
This high-energy virtual workshop targets the specific needs of anyone who negotiates sales agreements. You will learn how to protect and nurture critical relationships with customers while pursuing advantageous terms – such as deliverables, parameters, and price points – on behalf of yourself and your organization.
Description
Does you seem to be leaving value on the table? Are you missing your sales targets? Is increased sales revenue one of your targets?
This online Negotiation Skills for Sales Professionals workshop could be the solution you’ve been looking for. It caters to the special needs of sales professionals, and addresses negotiation challenges faced in a sales context.
Throughout the workshop, you will learn a simple yet powerful framework for negotiating deals and building long-term client relationships. You will roll up your sleeves and practice applying the tools through a variety of interactive exercises and case-studies, including your own real-life sales negotiation.
The negotiation model you'll learn complements a variety of sales methodologies, including:
• Consultative Selling
• Sandler
• Solution Selling
• SPIN Selling
• Strategic Selling (Miller-Heiman)
• other sales methodologies.
In the end, your sales professionals will walk away with a powerful skill set that is immediately actionable and that will help them achieve new levels of success on behalf of your organization.
Learning Objectives
• Understand how a collaborative approach to negotiation can help sales
• Achieve better sales terms
• Avoid making concessions to win business
• Uncover additional sales opportunities
• Nurture and protect client relationships
• Better prepare for any sales negotiation
Components
• Separate the relational aspects of the parties involved from the deal itself
• Build rapport while both eliciting information from the buyer and advocating for your side
• Surface the client’s underlying motivations and needs
• Handle push-back
• Structure an agreement that satisfies both sides
• Know when and how to walk away from the sale
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