Collaborative Sales Negotiations
Collaborative Sales Negotiations (CSN) extends Sales Performance International’s Solution Selling curriculum by addressing key principles of sales negotiation and positioning value with the buyer. In this concentrated, one-day workshop, sales professionals learn to successfully execute negotiations and reach positive outcomes for both parties, while maintaining margins. Designed for both individuals and enterprise account teams, CSN helps salespeople set proper expectations with buyers to avoid heavy discounting and maintain margins.
You Will Learn How To:
- Negotiate with much greater confidence
- Increase the size and scope of opportunities as well as associated margins
- Avoid delays at the end of the sales cycle caused by the inability to reach agreement
- Expand the pie producing a greater value for both buyer and seller
- Determine your and the customer’s best alternative to a negotiated agreement
- Measure your negotiating strength or vulnerability using the elements of the “Formula for a Successful Sale”
Learning Modules:
- Introduction
- The Essentials of Negotiating
- Buyer and Seller Alternatives and Options
- Measuring the SV Factor
- Determining Alternatives and Options
- Three Methods of Negotiating
- Positions and Interests
- Withstanding the Buyers Squeeze
- Expanding the Pie
- Negotiating Dialogue Prompter
- Basic Principles of Negotiating
Delivery Modes, Duration, & Languages:
Instructor-Led Workshop:
Duration: 1-day
Languages:
Materials in English
Instruction in English, others upon request
