When most people hear the word negotiation, they think of a highly competitive activity, usually focused on price. While there is some truth to this perspective, top-performing sales professionals understand that negotiating has a much broader definition, offering significant challenges and opportunities.
Sales people "negotiate" all day long. Typical negotiations include:
Responding to customer demands
Asking an internal department for support
Trying to call higher and wider within an organization
Expanding the buying criteria
Trying to get an appointment through an executive's secretary
Responding to price and other monetary-related pressures
Effective negotiating helps to grow your customer base, improve profitability and maintain excellent relationships with internal team members. This program will address these and other critical areas of interest. The agenda is flexible, based on customer needs.
Recognize negotiation opportunities.
Change negotiation approaches based on client traits.
Shift the negotiation to a more advantageous “playing field.”
Assert company and personal needs when appropriate.
Increase the win-win perception.
Ask more engaging and high-yield questions.
Quickly plan (including for joint calls, when applicable).
