Course description
Sales Negotiations Skills
How to effectively negotiate and avoid discounting
The purpose of this training is to build confidence in sales professionals in order to close more sales without sacrificing profits. This course will improve a salespersons closing opportunities by revealing the key information needed before a proposal is created and presented. You will understand the fundamentals on how to negotiate for an outcome that is favorable to the buyer as well as the business. You will learn how to build value and understand how to have a business conversation around that value. We will explain what questions to ask to unseat a current vendor/competitor, how to position value, what the six common negotiation strategies are, and how to avoid discounting.
Business owners today are sacrificing profits due to an inability to effectively negotiate. Salespeople anticipating conflict immediately discount services in order to win the business. What the salesperson doesn’t understand is that the buyer has certain needs and if removed, a discount isn’t necessary.
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Training content
- You will discover the six common negotiation strategies.
- You will gain insight into how to create a win-win outcome.
- You will learn how to get a buyer to easily share concerns they have with their current vendor.
- You will discover how to create a position of power when asked for a discount.
- Attendees will understand the buyers/sellers perspective and how to position your proposal to win.
- You will gain insight into the difference between handling a sales objection and negotiating.
Certification / Credits
Problems this course will solve:
- Acquiescing to client demands
- Lack of confidence in what to say and when
- Little understanding on best practice negotiation tactics
- Discounting services to quickly
- Loss of margins and profitability when not necessary
- Reduces the desire to improvise on the spot
- Improve overall confidence
Why choose SteppUP?
Delivered leadership & sales transformation programs to large companies like Comcast Business, and Time Warner.
One national technology company experienced a 77% revenue increase after engaging with SteppUp Now Consulting &Training
Over half million leaders and salespeople have improved their performance through Stepp Sydnors training and development programs with a 4.5 star out of 5 rating
Reviews
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Stepp Sydnor Leadership and Sales Training
Stepp Sydnor Leadership and Sales training is a trusted expert. Our programs help organizations step up their performance, align cultures, and generate more revenues. Our founder Stepp Sydnor brings over 30 years of consulting and corporate experience to his speaking...
Highly informative and the examples provided are very practical and realistic.