Critical Sales Negotiations | Janek Performance Group

Critical Sales Negotiations^™

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 Sales Negotiations

In today’s global, interconnected sales world, your negotiations should be win-win focused – without sacrificing margins. That’s why your sales team needs Critical Sales Negotiations.

Critical Sales Negotiations is a proven, field-tested program that teaches sales professionals how to understand, assess, prepare, and execute win-win collaborative sales negotiations that maximize value for all involved parties.

Key benefits of Critical Sales Negotiations

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 of Critical Sales Negotiations

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

Sales Training Delivery Options

Critical Sales Negotiations 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.

Hear what our clients say about us.

My expectations with working with Janek has been exceeded. I’ve been really happy with the partnership and it’s great to have them in my corner.

Bret Nelson, Director of Sales Strategy

IHS Markit

Many companies out there just pull a training off the shelf that may not relate directly to their company. But in working with Janek Performance Group, they provided us with the customization, and the follow-through made a huge difference within our organization.

Lisa Pearne, VP of Sales

California Casualty

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 Sales Negotiations program is available in this downloadable PDF

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Critical Sales Negotiations™ FAQ

Is Critical Sales Negotiations™ 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 Sales Negotiations™ designed for?

Critical Sales Negotiations is designed for sales professionals looking to improve their overall approach to sales negotiation strategy. CSN 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 Sales Negotiations™ 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 Sales Negotiations™?

Critical Sales Negotiations 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.