This sales negotiation training program is exclusively designed to help your sales team create more profitable relationships with buyers.  It teaches the negotiating skills needed to get new business with solid margins! Each training program is customized to your industry and situation, but below are techniques and insights your salespeople will learn:

Tactics & Strategies

Stop leaving profits on the table! Generate higher profits while you build customer relationships. With two decades of experience in coaching salespeople all over the world, I know every tactic used by buyers. I’ve identified the most effective ones, the ones used on your sales force day-in & day-out, and I’ll teach your sales force exactly how to respond to them. Here are a few your team deals with every day:

Turning Points

Every sales negotiation hinges on “Turning Points”. They’re the crucial moments in a negotiation.  They often determine the profitability of a deal, and most salespeople aren’t tuned in to them. Once your sales team becomes aware of the turning points and knows how to utilize them – everything can change!

All About Power

This is the real game. Is your salesperson the alpha player?  They need to understand and be comfortable with power: where it comes from, how to get more of it, and most important - how to successfully confront and overcome your buyer’s power.

Positioning

I’ll teach your team how to position your company, and its products and services, for maximum value in the marketplace. Positioning is critical for two reasons:

1.     It's the key to getting profitable business by building value, instead of cutting price! 

2.     It's the key to selling to repeat customers, where you have to not only forge a good agreement, but you're welcome back time after time!

Formula for Success

A proven process that works wonders with buyers. It heads off trouble before it starts, and it puts your salespeople in charge of the meeting. It’s a simple, but profoundly effective tool.

Negotiation Style

I will help your sales team find their natural negotiation style and determine the style of the people across the table.  I’ll also show them how to use both successfully.

Planning

The “How to Negotiate High-Profit Sales Planner” teaches your salesperson how to really plan before a negotiation. The planner guides them through the minefield of sales negotiation. It helps them avoid mistakes, and most importantly, it shapes the way they think. They will reach a point where they will never be ambushed again.

Horse-Trading Wisdom

Here’s a collection of thoughts from my dad and my years in business that keep you on track, and prevent the mistakes you regret for years afterward.

This program is available in keynote, and half, full-day, or two-day training seminars.  Each presentation is specifically tailored to your organization.