Gaining customer commitment to a profitable business partnership that’s the ultimate goal of every interaction between your salespeople and your customers. But in today’s marketplace, securing customer commitment is more challenging than ever before.
Increasing competition and escalating customer demands make it difficult for salespeople to gain acceptance of an initial sales proposal. More often than not, the salesperson is expected to negotiate or risk losing the business.
Negotiate mutually satisfying agreements
To build lasting, profitable client relationships, salespeople must be able to negotiate agreements that benefit
everyone: the customer, the salesperson, and the organization.
Professional Sales NegotiationsTM provides your salespeople with the concepts and skills needed to steer face-to-face negotiations to a successful close. In three modules—Defining, Preparing, and Leading—the program teaches your salespeople how to:
Determine which situations require selling skills versus transactional or consultative negotiation skills and when Skills Lead to Results Your salespeople will: Your customers will enjoy: · Negotiating with salespeople interested in reaching a mutually beneficial agreement, not just a sale · Reaching agreements that are compatible with their organizations’ needs and goals · Staying up-to-date on all the details and commitments of new agreements and the steps needed to finalize them Your organization will experience: · Increased profits from giving your salespeople the know-how to negotiate for profitability, not just to close the sale · Shortened sales cycles by helping salespeople work out potential solutions before meeting with customers · An enhanced image and stronger ties with customers by showing your salespeople how to negotiate agreements with the customers’ best interests in mind Module Highlights & Outcomes Professional Sales NegotiationsTM is built on recent global research that identified the critical factors associated with negotiation success today and into the future. A two-day program, Professional Sales NegotiationsTM focuses on three key areas: Defining the Approach In this unit, sales negotiators learn the differences between consultative and transactional negotiating and how to recognize which approach should be taken in specific client situations. Participants also explore the concept of win-win2, which defines the true measure of success for a sales negotiation: a salesperson win, a sales organization win, and a customer win.
Preparing for the Negotiation One of the conclusions of the recent research was that salespeople are often at a disadvantage in negotiations (particularly if they are negotiating with a professional buyer). This disadvantage arises from the fact that customers often prepare in greater depth than salespeople before a negotiation. As a result, a significant portion of the Professional Sales Negotiations™ program is devoted to preparation. Specifically, this includes: · Timing: Using a set of criteria to determine when to negotiate and when to keep selling when faced with customer issues over price, deliverables, and terms and conditions. · Insight: Leveraging insight on both sides of the table: sales and the customer. Sales professionals learn to analyze the players who will be involved (styles and stakes) and the parameters that those players will work within (walk-aways, other options, must-haves, etc.) · Strategy: Developing and evaluating a creative list of alternatives that can be used to alter your proposal in ways that are satisfactory to all parties involved. Specifically, includes learning the proper use of Trade-Offs, Concessions, Enhancements, and when to Split the Difference. · Mindset: Conducting the mental preparation required to approach negotiations with confidence including frames of reference, building power through options, and preparing to handle counterproductive behaviors. Program Specifications Audience Experienced sales professionals and sales managers 2 full days Prerequisites
to use these skills.
Analyze the customer and sales points of view to gain the perspective needed to negotiate effectively.
Develop a negotiating strategy that optimizes the outcome for all parties and results in a mutually beneficial
agreement.
Adopt a rational mindset for negotiating.
Lead a consultative sales negotiation through to a successful conclusion.
Redirect counterproductive behaviors to maintain a consultative approach.
Generate variables and alternatives that satisfy the requirements of all parties and satisfy both negotiating and
relationship goals.
Utilize planning tools to prepare for negotiating success — in the moment.
To ensure participants grasp and apply the new concepts and skills, the program employs a variety of interactive training methods. A follow-up audiotape offers participants important skill review and reinforcement.
The results? When your salespeople understand how to negotiate effectively, they not only reach more sales agreements more often, they also ensure the profitability of those agreements for your organization.
Benefits of Using Professional Sales NegotiationsTM
Improve their sales performance by refining their ability in a critical selling skill
Experience more confidence in handling challenging negotiations
Feel a greater sense of control during negotiating sessions
Experience stronger salesperson/customer relationships by ensuring that the customer—not just the organization—benefits
Length
Class size
10 to 15 participants
Your Investment
$1495 includes all materials
Prior participation in face-to-face selling skills training, 2 years of selling experience, product and market knowledge, some negotiating experience
Course Dates
Dates To Be Announced. Please call 239.599.8408
Instructor
Jim Ullery