"Remember the Nissan negotiation we talked about - it finally paid off with 2 new program/business awards and 1 follow-on award - nomination letters received. Total annual sales revenue is $5MM."

Account Manager Tier I

"Ed provided us with a customized interactive sales negotiation skills training program. He was able to effectively engage our diverse sales teams and provide them with many takeaways that can be used immediately in our daily negotiations. Ed focused our sales teams to: understand the Guiding Principles of sales negotiation, apply techniques and gambits to manage the negotiation process, and to "think on our feet" to alter their position. I have already seen our staff putting the training to use in their daily negotiations. It was time well spent for our sales team."

V.P. Sales - major aftermarket supplier

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Training and Coaching in: Leading, Managing, Negotiating, and Selling since 1987

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Sales Negotiation Skills

Maintain Margin and Relationships with our Sales Negotiation Techniques

Major focus:

  1. Use Personal Behavioral Styles (DISC) to self-assess, read others, and adapt to their communication and motivational needs

  2. Prepare for negotiating with sales negotiation techniques that dollarize and add value for the client

  3. How to be emotionally intelligent and "think on your feet"

  4. Use conversation, listening, and questioning skills to maintain a safe communication environment

  5. Demonstrate mutual respect and mutual purpose

  6. Know the tricks and gambits taught in commercial sales negotiation technique courses

  7. Leverage logic and emotions: "self-image"

Delivery methods:
  • Instructor led on-line training
  • One-on-one coaching
  • National / annual Associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

Sales negotiation knowledge, skills and abilities:

  1. Describe the influencing and persuading techniques of effective sales negotiation techniques
  2. Use a negotiator's attitude to minimize destructive self-talk stories
  3. Know when and how to make the first offer
  4. Use refocusing techniques to "think on your feet" and alter the buyer's position
  5. Use questions and listening skills to acquire information on the needs, wants, positions, and interests of the customer
  6. Describe how they practiced in the workshop: opening statements, how they responded to demands, and practiced the sales negotiation techniques "dance" for a win-win agreement
  7. Understand and identify power positions and how to increase power
  8. Recognize the 18 tricks and gambits of buyers and how to respond
  9. Craft a strategy so the other person feels like they won
  10. Structure the sales negotiation process to know what tradeoffs are reasonable and when to walk-away from a deal
  11. Make the other side feel good about the deal

Maintain and grow marketshare is today's mantra. And sales negotiation techniques with various buying types: purchasing specialists, buyers, commodity managers, technical managers, design engineers, release engineers etc. is difficult. They are savvy, educated, and know the tactics and gambits of vendor negotiation. In fact, some of them have even attended a sales negotiation techniques course! Their concept of negotiation is to make the product or service a commodity. The supplier negotiating challenge is to differentiate and show the value-added benefits. Effective sales negotiation techniques require preparation, customer insight, creativity, ability to "think on your feet", courage, persistence, and emotional control. Our sales negotiation course is designed for the business to business negotiation environment where long term relationships are important. This negotiation skills training course teaches the "negotiating game" moves, counter moves, and how to counter the counter moves. It has been honed for decades in arguably the toughest negotiating environment: automotive industry domestic, foreign OEMs and Tier I & II suppliers.

 

 

 
   
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