"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 in 2010 with our Sales Negotiation Tools

Major focus:

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

  2. Apply PAVE negotiation process (Preparation, Attitude, Value, Exchange)

  3. Use conversation and questioning skills to identify what is of value to them

  4. Know the tricks and gambits taught in commercial negotiating courses

  5. Apply business relationship negotiating skills to satisfy everyone's needs

Delivery methods:
  • Instructor lead 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
  2. Use a negotiator's attitude to minimize destructive self-talk
  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 "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 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 attended a sales 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 requires 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.