"Ed provided us with an action packed, fully interactive skill training program on sales negotiation. 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, apply techniques to manage the negotiation process, and to "think on our feet" to disarm argumentative situations. 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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Sales Negotiation Skills Training

Maintain Margin and Relationships with the 2007 Sales Negotiation Toolkit

At the conclusion of this sales negotiation skills training workshop personnel will be able to:

  1. Make deposits in the relationship bank account well before negotiation.
  2. Determine benefits to gain and losses to avoid.
  3. Give bad news that will minimize relationship damage.
  4. Use plus-minus refocusing techniques to "think on your feet" and disarm argumentative positions.
  5. Use Socratic questions and listening skills to acquire information on the needs, wants, positions and interests of the customer.
  6. Enhance credibility with customers.
  7. Understand and identify power positions and how to increase power.
  8. Craft a strategy to enhance the relationship after the exchange.
  9. Structure the sales negotiation process to know what tradeoffs are reasonable and when to walk-away from a deal.
  10. Describe how they practiced these negotiating tools during a customized role-play exercise.

Maintain and grow marketshare is today's mantra. And sales negotiation 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 sales negotiation. Their concept of negotiation is to commoditize the product or service. The supplier negotiating challenge is to differentiate and show the value-added benefits. Effective sales negotiating skills requires preparation, customer insight, creativity, ability to "think on your feet", courage, persistence and emotional control. Our sales negotiation process is designed for the business to business negotiation environment where long term relationships are important. The negotiation process uses value propositions and refocusing techniques to alter the buyer's perceptions. The process uses exchange theory concepts to maintain the relationship, minimize concessions and protect margins.