Strategic Sales Negotiations

Learn to understand customer behavior and increase your profits. Recover the negotiating advantage in dealing with sophisticated, knowledgeable buyers through this dynamic sales negotiation program. Master the strategies, methods, and savvy techniques that help you shift how buyers perceive price, worth, and benefits. Successfully close deals by staying flexible and countering your customer's negotiating approaches.

Appropriate Program Participants:

Sales representatives, sales team leaders, account managers, contract professionals, and others engaged in negotiations will gain valuable insights from this sales negotiation program.

Recommended Background:

Sales industry experience of several years is preferred for participants.

How This Program Supports Your Success:

• Discover how to increase profit margins and deal completion rates through negotiation
• Shape how customers think about your offering's cost, value, and competitive benefits
• Predict what customers will do and turn it to your benefit
• Build your credibility and standing with customers
• Create assurance in yourself and manage negotiations with authority
• Back up your pricing when customers demand lower costs
• Apply creative approaches to offset competitive challenges

Program Curriculum:

• Examining the negotiation process from both perspectives; yours and the buyer's viewpoint
• Distinguishing between the sales process and negotiation phases
• Using effective planning and decision-making resources
• Handling tough buyer demands and pressure in direct conversation
• Creating agreements where both sides benefit through win-win approaches
• Learning methods to adapt your strategy to the four main negotiation styles
• Building a positive emotional atmosphere for your buyer