"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

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Sales Negotiation Skills Training

Maintain Margin and Relationships with the Negotiation Sales Skills Toolkit
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

Learning objectives: at the conclusion of this sales negotiation skills training course participants will be able to:

  1. Focus on goals and objectives of the other party while keeping the organization's goals #1
  2. Utilize personality style analysis tools strategically and tactically during a sales negotiation
  3. Use emotional triggers
  4. Know when and how to make the first offer
  5. React when the other party makes the first offer or demand
  6. Describe the negotiation process, tricks and gambits and apply it to all areas of life
  7. Differentiate their products and services with dollarized value
  8. Use refocusing techniques to "think on your feet"
  9. Use questioning and listening skills skills to acquire information on the needs, wants, positions and interests of the customer
  10. Respond where it is a "blame" game or irrational conflict
  11. Request and give concessions
  12. Craft a strategy to enhance the relationship after the agreement
  13. Structure the sales negotiation process to know what tradeoffs are reasonable and when to walk-away from a deal
  14. Describe how they practiced these sales negotiation skills during a customized role-play exercise.

Maintain 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 supplier negotiation. Their concept of negotiation is to commoditize the product or service. The sales negotiation challenge is to differentiate and show the value-added benefits. Effective sales negotiation skills requires preparation, customer insight, creativity, ability to "think on your feet", courage, persistence and the "right" attitude. Our sales negotiation skills process 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 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.

 

 

 
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