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Blog: A sales negotiation process "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 an action packed, fully interactive training program on sales negotiation skills. 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 Just yourself? Learn about our highly effective and rewarding One-On-One Sales Coaching program. |
Sales Negotiation Skills TrainingMaintain Your Margins and Enhance Customer Relationships |
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Major focus:
Protect your price (margin) and grow marketshare is today's mantra. And applying sales negotiation skills 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. Their concept of negotiation is to commoditize the product or service so that price and delivery are the only factors in the negotiation. Sales professionals are challenged to differentiate and show the financial value-added benefits. Effective negotiation requires preparation, ability to talk as a business person, customer insight, creativity, ability to "think on your feet", courage, persistence, and the "right" attitude. The skills process, such as the program for CharBroil, is designed for the business to business negotiation environment where long term relationships are important. Our negotiation process, honed for decades in the difficult negotiation environment of the automotive industry, uses financial value and refocusing techniques to alter, or neutralize, the buyer's perceptions. The process uses tested sales negotiation skills to: maintain the relationship, minimize concessions, and protect margins. Delivery methods:
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