Sales negotiation skills

Maintain Margin and Relationships with our Sales Negotiation Techniques

Major focus:

Recognize and leverage the business challenges of: time and uncertainty

Adapt LinkedIn Advance for Networking techniques to profile decision makers

Use an understanding of personality style to prepare your negotiation strategy

Prepare for negotiating with sales negotiation techniques that adds to your confidence level

How to control feelings to effectively "think on your feet"

Use conversation, listening, and questioning skills to get what you want

Present a position with financially based logic

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

Leverage logic, emotional (intuitive) feelings, and credibility

Use Tablets and Cloud technology to improve productivity of sales professionals

Sales negotiation knowledge, skills and abilities:

Describe effective sales negotiation techniques
How to maximize LinkedIn Advance for Networking
- Get automatic updates on saved Advanced Searches
- Utilize the Export Tool and Connection Surfing
- Offering and requesting introductions
Use a negotiator's attitude to minimize destructive self-talk stories
Know when and how to make the first offer
Use refocusing techniques to "think on your feet" and alter the buyer's position
Use questions and listening skills to acquire information on the needs, wants, positions, and interests of the customer
Describe how they practiced in the workshop: opening statements, how they responded to demands, and practiced the sales negotiation techniques "dance" for a mutual gain agreement
Understand and identify power positions and how to increase power
Recognize the 18 tricks and gambits of buyers and how to respond
Craft a strategy so the other person feels like they won
Structure the sales negotiation process to know what tradeoffs are reasonable and when to walk-away from a deal
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 business negotiation. In fact, some of them have even attended a commerical negotiation 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 program is designed for the business to business negotiation environment where long term relationships are important, however we include the "negotiating game" moves, counter moves, and how to counter the counter moves. This negotiating process has been honed for decades in arguably the toughest negotiating environment: automotive industry domestic, foreign OEMs and Tier I & II suppliers.

Sales Negotiation Skills