Remove Barriers That Keep People From BuyingHow often do sales people hear - What deal can you give me, Let's split the difference, Can I have the volume discount even without buying the volume, I want a credit, I'll sign the agreement if…., How much can you sharpen your pencil?
These are just a few of the many situations sales people negotiate through on a regular basis. Win-Win Negotiations helps to make these encounters better with longer-lasting sales agreements that work. Often revenue losses occur when sales people aren't either prepared, confident, or comfortable negotiating. In addition, sales managers find themselves investing valuable time to reach an agreement with a customer after the sales representative has attempted, unsuccessfully, to resolve an issue.
The Right Tools and TechniquesWin-Win Negotiations is about achieving sales goals with the use of successful negotiating strategies. It focuses on how to "create value" for mutual gain, build profitable long-term relationships, separate people from the problem, and use objective standards to resolve differences about who should get what. As a result of this workshop, sales representatives gain the tools to prepare for a variety of situations and many of the other day-to-day interactions that require negotiation skills.
Sales people will:
Work better deals more quickly and efficiently
Get people to the table
Avoid concessions and decrease your losses
Exceed your aspired outcome values
Employ methods of fairness
Tame the most difficult negotiating situation
Build long-term business relationships
