Sales Negotiation Mastery For Salespeople

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Sales Negotiation Training: The Ultimate Course to Winning Negotiations.

This sales negotiation training course will take you through all the steps on how to effectively negotiate and win more deals. The insights will show you how to get buyers to sit up and pay attention to what you have to offer. The skill to position yourself to close deals with major corporations, organizations, or individuals.

The sales negotiation training course introduces a detailed approach to the topic of negotiation. With 14 video lessons and a 46-page ebook to download, you will explore all the fundamental sales negotiation tactics, communication, perception, and impression management techniques. How to get desired outcomes for all the parties involved and the issues that sales negotiators face in the negotiation process.

This sales negotiation training course will propel your selling to the next level and beyond. In this online sales training course, you’ll learn:

1. How to create your negotiation position.
2. How to apply the feel-think-act approach.
3. What is perception framing?
4. How to speak with purpose and build relationships
5. How to identify interests and drive the deal.
6. The skill of using objective criteria in negotiations.
7. Develop your BATNA.
8. The techniques to frame your offer correctly.
9. How to create multiple offers.
10. The skill to negotiate successfully and seal the deal.

If you do not like the choice between hard and soft positional bargaining, you can change the game in your favor. This method, called principled sales negotiation or negotiation on the merits, can be boiled down to four basic points.

These four points define a straightforward method of sales negotiation that can be used in almost any sales situation. Each point deals with a basic element of negotiation and suggests what you should do about it.

·         People: Separate the people from the problem. (avoiding I’m right, you’re wrong)

·         Interests: Focus on interests, needs, and outcomes, not positions.

·         Options: Generate a package of options before entering the negotiation.

·         Criteria: Insist that the decision/result be based on objective criteria.

The four points of sales negotiation are relevant from the time you begin to think about negotiating until the time either an agreement is reached or you decide to break off the effort. That period can be divided into three stages: analysis, planning, and discussions.

A sales negotiation consists of three types of behaviors: influencing, convincing, and persuading. To influence means to have an effect on the behavior of someone. To convince primarily means to make someone believe in something. To persuade is to induce someone to do something through argumentative reasoning. A sales negotiation is an interaction between two parties with different interests who try to reach an agreement that bridges those interests and thus satisfies the individual motives of each party. Your role as a sales negotiator is to change the attitude of the other party toward the interests that we are trying to fulfill. According to cognitive behavioral therapy (CBT), an attitude is a cocktail of cognitive (thoughts), affective (feelings), and behavioral (actions) elements. In order to change the attitude of your negotiation partner, you need to address all three elements. The secret of success lies in the sequence of how this is done.

Negotiators are people first. A basic fact about negotiation, easy to forget in corporate and international transactions, is that you are dealing not with abstract representatives of the “other side,” but with human beings. They have emotions, deeply held values, and different backgrounds and viewpoints; and they are unpredictable. So are you.