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Improve your company’s margins by selling value-driven solutions, not price-driven solutions!
Learning ObjectivesAttendees will:
- Understand common negotiating tactics and how to effectively counter them
- Realize that negotiating power resides with both the buyer and the seller
- Develop a negotiating mind-set that takes the fear out of losing the business
- Reach win-win solutions that focus on value, not price
- The Process of Negotiating
- Situation Analysis
- Four Negotiations
Who Should Attend?People in sales, customer service, service technicians, purchasing, and managers of people who regularly interface with customers or prospects.
The Course StructureThe seminar combines theory, practice, and personal feedback, with an emphasis on negotiating value through our unique scenario-based methods. Topics will be presented in an enjoyable manner to increase course effectiveness via experiential learning techniques.
Negotiating ScenariosParticipants practice concepts introduced by:
After each negotiation, points are awarded using a method developed to measure success in selling value. After all negotiations, the person with the most points wins The Negotiator Award.
- Negotiating exercises with other attendees as a buyer then as a seller
- Negotiating with an instructor using a scenario developed by their manager based on the attendees product or service offering
Course AgendaThis 2-Day seminar is presented as follows:
8:00 Introduction – Overview
10:00 Raise Your Aspirations | First Negotiation
11:00 Power | Assumptions
12:00 Lunch and Second Negotiation
1:15 Scoring the Second Negotiation and Discussion
1:30 Situation Analysis and Concessions
3:00 First On-Site Negotiating Call (Video Recorded)
5:00 Review of First On-Site Negotiating Call
8:00 Third Negotiation
8:45 Scoring the Third Negotiation and Discussion
9:00 Tactics Workshop
11:30 Lunch | Second On-Site Negotiating Call (Recorded)
1:30 Review of Second On-Site Negotiating Call
2:30 Fourth Negotiation
3:30 Scoring the Fourth Negotiation and Discussion
3:45 Course Review and Presentation of The Negotiator Award
|About The Provider:
||Sales Concepts provides sales training seminars and programs, public sales training, customized sales training, trade show sales training, phone sales training and individual training.
In addition to sales training, we also provide customer service training, leadership and management training, telemarketing sales training, field service representative training, presentation training and negotiation training.
We educate people about the sales process, listening, asking questions, negotiating value, financial justification, return on investment, selling benefits, selling value, handling objections, closing, behavior styles, telephone sales, first impressions, negotiating tactics, concessions, power, intimidation, assumptions, creativity, presentations, hiring, coaching, and more.
Sales Concepts, Inc. celebrates over 27 years in business by continuing to offer cost-effective innovative training programs.
Your program is delivered by our best resource, sales and service training professionals who have experience in sales, service, leadership and management.
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|Keywords For This Course:|
sales negotiation training, selling value
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