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).
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.
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More information about the Critical Negotiation Skills program is available in this downloadable PDF
Training Programs for Sales Professionals & Sales Leaders
Our flagship sales training program provides top-performing skills and best practices to master each stage of the sales process.Learn More
An inside sales methodology specifically designed to equip sales professionals on how to effectively engage with customers over the phone, build trust, and close confidently.Learn More
A workshop designed to enable sales professionals with the prospecting and business development skills to build strong pipelines with qualified prospects.Learn More
A training program designed to equip service, sales, and retail staff to deliver better customer service experiences and identify hidden sales opportunities.Learn More
A workshop developed for sellers to have more meaningful event and trade show interactions, from the planning stage to post-show activities.Learn More
A sales training program that equips account executives with the skills, processes, and tools to grow relationships with existing accounts and plan for strategic opportunities.Learn More
A research-based training program to provide sales professionals with the skills, tools, and best practices to handle complex and difficult negotiations.Learn More
Selling Virtually empowers sales professionals to effectively engage with prospects and clients in the new remote selling ecosystem and improve productivity and revenue.Learn More
Selling to the C-Suite equips sales professionals with the unique skills and processes required to gain access and have better dialogues with executives.Learn More
Leverage stories in sales conversations to better position your solutions and drive momentum towards favorable outcomes.Learn More
A coaching methodology to empower sales managers to coach, manage, and lead more effectively and drive their teams toward favorable results.Learn More
A proven playbook and toolkit for sales managers to sustain and reinforce our selling skill methodologies through a sustainable reinforcement and coaching plan.Learn More
Critical Negotiations™ Skills FAQ
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.
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.
Successful negotiations are based on mutually beneficial relationships and an adoption of a “both/and” mindset, while rejecting an “either/or” mindset.
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.
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.
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.