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

• Achieve increased confidence and skill as a negotiator by applying the proven strategies and skills offered in the Critical Sales Negotiations program
• Gain a deeper understanding by recognizing negotiating is not just about the process; instead success involves the right mindset, preparation, and execution
• Leverage the advantage of recognizing and responding to five major negotiation styles
• Increase the odds for success by following a negotiations preparation tool to pre-assess the situation and the parties involved
• Become a skilled collaborative negotiator – creating long-term customer relationships and maximizing value for both parties
• Handle even the most challenging negotiations by applying proven negotiation best practices and strategies specifically designed to address difficult customer situations

Program objectives include:

• Discuss the interdependent relationship between selling and negotiating, and develop a plan for keeping the endgame in mind throughout the sales process
• Differentiate between opponent and partner mindsets when approaching a negotiation situation
• Recognize and respond to the behaviors demonstrated by the five major negotiation styles represented in the Critical Sales Negotiatings Model
• Determine the critical importance of Preparation through a planning tool for successful pre-negotiations
• Practice using a seven-step collaborative negotiations model to gain a win-win outcome
• Identify and practice a series of best practices designed to handle difficult situations to achieve an enhanced outcome with the customer
• Select and apply appropriate skills and best practices to successfully handle price negotiations