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Successful Sales Negotiation Strategies

OnDemand Webinar (58 minutes)

Become a better sales representative with these useful sales negotiation strategies.Many organizations and their selling professionals are driven by profits forcing many to think in a transactional manner. Consumers today become quickly annoyed by routine cold calls and other mundane sales procedures. This topic addresses this by establishing the prevalence of building customer-centered relationships. Customers invest in those they trust. This trust manifests brand builds better relationships and creates future opportunities through referrals and third-party endorsements; thus making future sales and its negotiation much easier. We begin negotiations on the defensive and seek to end them in a similar manner. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Once selling professionals understand the process, create plans to address the issues, meet with the right personnel and create a road map for success every negotiation attempted will become easier. They say that everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began. However, we become increasingly baffled by negotiation. We hold strong beliefs that negotiation is meant to be a battle. We begin negotiations on the defensive and seek to end them in a similar manner. The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Conceptually negotiation is a communication and critical thinking exercise inducing creative problem solving. This material will instantly provide tips, techniques and myths to assist you become a better sales negotiator and bring in more revenue to you and to the company.

Authors

Drew Stevens, Ph.D., Stevens Consulting Group

Agenda

Buyer and Seller Anxiety Defined

Negotiation Myths

Why Finding the Economic Buyer Is Imperative

The Language of the Sale - You Are Apart Because There Is Misunderstanding

Provocative Questioning - How to Get to the Root of the Client's Wants/Needs

8-Step Negotiation Model

How to Define the Concessions You're Willing to Accept in Advance

Best Practices in Negotiation Techniques