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Provided by: Serebra Learning Corporation Negotiating to Mutual Benefit |
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Training
Provided by Serebra Learning Corporation
The key to being a skilled negotiator is understanding the difference between negotiating and giving money away. This course demonstrates the stages and rules that will gain you a win/win solution, and with it long-term business. If you follow the guidelines set out here, you will be able to handle customer strategies and still close the deal on terms that keep both your company and your customer happy. Salespeople who sell at an executive level and obtain and maintain key accounts; salespeople who want to move into executive sales roles; and any sales managers with responsibility for coaching existing executive-level salespeople or those who have been recently promoted or appointed.
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Negotiating to Mutual Benefit
Audience
Salespeople who sell at an executive level and obtain and maintain key accounts; salespeople who want to move into executive sales roles; and any sales managers with responsibility for coaching existing executive-level salespeople or those who have been recently promoted or appointed.
Topics
Objectives
- The Principles of Sales Negotiation
- identify the benefits of applying the fundamental principles of negotiation.
- determine which of the essential preconditions for successful negotiation is absent from a given sales situation.
- apply the relevant strategy to secure a win/win outcome in a given negotiation situation.
- recognize how specific skills and attributes can support successful negotiation.Control the Process
- recognize the advantages of having control during the negotiation process.
- recognize the types of power present in a given sales situation.
- demonstrate how to use information to increase control of the negotiation process and outcome in a given scenario.
- apply the most appropriate means to reduce the adverse effects of time constraints on negotiating power in a given executive-level scenario.Communicate to Collaborate
- recognize the advantages of using communication skills to build mutual respect and trust during the executive-level negotiation process
About The Training Provider: Serebra Learning Corporation
Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...
