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.

• 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