Critical Sales Negotiations | Janek Performance Group

Critical Negotiation^™ Skills

Learn how to negotiate by mastering techniques designed to handle even the most difficult negotiations.

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Rethink how you negotiate with Critical Negotiation Skills

In today’s complex and hyper-competitive markets, the ability of companies to negotiate effectively with customers and suppliers is critical. Companies must avoid being outmatched as their customers and suppliers seek to gain full advantage in all aspects of a deal and a business relationship. To succeed over time, companies must lead negotiations with a win-win mindset and method that results in mutually beneficial outcomes.

Critical Negotiation Skills (CNS) is a purpose-built and research-based program for modern negotiations. The CNS method is artfully crafted to achieve win-win outcomes while maximizing one party’s benefits yet still satisfying the other party. CNS offers a robust model based on two Core Principles (Trust, Value) and four Negotiation Stages (Prepare, Open, Trade, Conclude).

Key benefits of Critical Negotiation Skills

After completing this program, your sales team will be able to:

Understand how readiness factors predict success before considering a decision to negotiate.
Prepare with purpose-built tools and worksheets to effectively manage and influence a negotiation.
Gain a deeper understanding of how to build trust to maximize deal potential and velocity.
Derive value that is tailored to fit how the other party perceives value.
Open a negotiation with confidence and align in a productive way.
Lead the trading rhythm to achieve mutually beneficial outcomes on big deals and small deals.
Maximize benefits while still satisfying the other party by applying key concepts.
Conclude a negotiation by making the commitment memorable and immediately actionable.

Program Objectives of Critical Negotiation Skills

Program objectives include:

Build skills and confidence by applying a proven approach.
Build trust to achieve velocity and favorable outcomes.
Derive value based on what is important and suitable.
Negotiate as a financial steward on fair exchange.
Recognize and respond to negotiation styles and tactics.
Maximize potential by knowing the company, people, deal.
Trade effectively in an offer, counter, assess rhythm.
Conclude with clarity to reinforce commitment to the deal.
Reduce resistance by fully understanding and addressing it.

Sales Training Delivery Options

Critical Negotiation Skills can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.

Train-the-Trainer

Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.

Analyze & Plan

Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare

With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice

Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report

Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce

Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.

The Ultimate Guide to Sales Negotiations

Sales negotiations can be incredibly delicate endeavors with a lot hanging on the line. Through communication, compromise, and concessions, sellers must find the right balance protecting their own priorities while keeping the customer’s interest in mind. Learn what an effective negotiations process looks like in today’s marketplace and how you can improve your overall sales negotiations game.

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.

Customization

Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.

Reinforcement

Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement

Validate training effectiveness in terms of performance improvement, business results, and ROI.

Xpert

Use a technology solution to reinforce training in a convenient and fun format.

Download the brochure

More information about the Critical Negotiation Skills program is available in this downloadable PDF

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Additional sales training programs

Sales Team Development

Core Skills

Critical Selling® Skills

Critical TeleSelling® Skills

Critical Prospecting™ Skills

Critical Service & Sales™ Skills

Trade Show Selling™

Advanced Skills

Critical Account Planning™

Critical Negotiation™ Skills

Selling Virtually™

Selling to the C-Suite™

Sales Management Development

Management Skills

Critical Sales Coaching™ Skills

TOPS® Reinforcement & Coaching

Questions about our sales training programs? Let us tailor a training solution that matches your needs.

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Critical Negotiations™ Skills FAQ

Is Critical Negotiation™ Skills suitable for people new to sales?

Teaching proper sales negotiation skills early on in the career of a sales rep is a fantastic way to start them on a path to success as well as seasoned sales professionals. The five major negotiation styles that Janek teaches improves the negotiating ability of a new sales person, giving them the confidence and skills to succeed as their career develops.

Can you provide more information on your Collaborative Negotiations Model?

The foundation of the model focused on trust and value. The model provides a four-step approach for effective negotiations including Prepare, Open, Trade and Conclude.

What are Opponent and Partner Mindsets?

Successful negotiations are based on mutually beneficial relationships and an adoption of a “both/and” mindset, while rejecting an “either/or” mindset.

Who is Critical Negotiation™ Skills designed for?

Critical Negotiations Skills is designed for sales professionals looking to improve their overall approach to sales negotiation strategy. CNS is also designed for strategic account managers, account executives, and anyone in a client-facing role that needs to successfully handle difficult conversation and tough clients.

What is included in the Critical Negotiation™ Skills training program?

The Critical Sales Negotiations training program includes workbooks, tools, and other training materials that can be delivered via print or digital for on-going use. The program itself covers a wide range of topics on every aspect of negotiation skills, including a comprehensive training on the types of negotiation styles a salesperson is sure to encounter, as well as hands-on practice with Janek’s four-step collaborative approach to sales negotiations.

What business benefits will my team derive from Critical Negotiation™ Skills?

Critical Negotiation Skills provides a field-proven and research-backed approach to sales negotiation strategy. Your sales organization will benefit from enhanced confidence when negotiating with current and potential customers alongside a better understanding of the perspective that buyers have during the sales process; thus preserving margins and selling more so on value.