Communicating for Superior Business Results

Sales negotiating skills are critical in today’s world. Sales personnel negotiate over almost everything with both their external retail customers and internal company functions. This training is aimed at making those negotiations result in wise decisions, an efficient process, and the improvement or maintenance of the relationship. Also, sales negotiations in today’s world are more complex, encompassing traditional elements such as price and promotion, but also including such things as co-marketing, technical support, service levels, category management support, packaging options, and financial and IT system integration. Therefore, being a skilled negotiator is a key requirement in today’s sales environment.

Objectives

1. Understand the difference in different negotiation models

2. Learn how to address the six most common pitfalls of negotiations

3. Provide significant practice negotiating over various real life sales issues

4. Learn the process for negotiations

5. Apply the learning against a case study and plan for a real life negotiation in the near future