ValueSelling Essentials® Negotiating
ValueSelling Essentials® Negotiating

Audience: Sales Professionals, Account Managers, Sales Managers, Territory Sales Executives

Duration: 60 Minutes

Prerequisites: none

In virtually every sales process, there will be a point at which the salesperson and the customer discuss a deal. Typically initiated with a proposal, the quality of this "give and take" process has enormous implications in keeping the deal on the table, creating a transaction that is profitable, and preserving the long-term relationship with the customer. In this course, your salespeople will learn principles, tips and techniques for planning and executing the negotiations that are sure to surround their proposals.

Key Learning Points
  • Identify opportunities for negotiation
  • Use rapport as a negotiating building block
  • Create win-win outcomes
  • Recognize the difference between selling and negotiating
  • Understand the criteria necessary for negotiating
  • Shorten the sales cycle
  • Higher close rate
  • More revenue per account
  • Higher profit per account
Price: $129.00

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