Sales Negotiations

Business Challenge

Customers expect business negotiations to result in positive, fair outcomes that satisfy all parties. This expectation requires salespeople who can negotiate in any sales situation, ensuring outcomes that preserve the relationship and create benefits both for the customer and the selling organization.

Sales Negotiations

Sales Negotiations teaches negotiation methods that enhance both the customer relationship and sales results. The course builds skills for working all phases of the negotiation, from preparation to follow-through.

Key Content

The following are content highlights of Sales Negotiations:

• Driving principles that high performing salespeople use in successful negotiations
• Critical skills to identify the customers position, create forward momentum, and influence the customers perception
• Discussion of five modes of negotiation and how they relate to results and relationship
• Examination of the perceived value that the customer is receiving and giving in the sales negotiation
• Practical application of five skills for surviving a competitive negotiation
• A worksheet tool for preparing and conducting competitive negotiations

Target Audience

Sales Negotiations is for salespeople faced with a complex sales task in which building the client relationship is crucial. It is most effective for salespeople who must negotiate price, terms, and conditions of a sale in a competitive environment. Sales managers involved in similar tasks will also find value in the course.

Outcomes

By participating in Sales Negotiations, participants will be able to:

• Negotiate more profitable business deals for the selling organization
• Build customer relationships and loyalty through tough, but fair, negotiation
• Increase win rates for new business opportunities by negotiating deals that create clear value for customers

Sales Negotiations is a 2-day classroom-based learning experience.

For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.