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Master Sales Negotiator Self Learning Program
Overview:

The Master Sales Negotiator Self Learning Program is a powerful and effective system that will teach you the skills necessary to close profitable deals while managing customers’ perceptions and building positive, long-term relationships. After working through this program, you will understand how to: control the negotiation process, utilize concession strategies and recognize concession patterns, overcome buyers’ tactics, and develop a complete, yet flexible, negotiation strategy that results in beneficial deals. The Master Sales Negotiator Program is a proven, easy-to-use, comprehensive system that has delivered results for thousands of salespeople across the globe.

Audience:

Sales professionals interested in maximizing their negotiation skills and understanding.

Prerequisites

None.

Course duration:

This is a self-paced program.

Course outline:

1. Core Tools of an Effective Negotiator

  • The Fundamental Exchange
  • The Power of 1% Negotiating
  • The Real Secret to Negotiating Success
  • The Settlement Range
  • Finding the Customer’s Least Acceptable Settlement
  • The Buyer’s LAS in a Competitive World
  • The Buyer’s Added Value Matrix
  • Information to Find
  • Different Approaches for Telephone Negotiations
  • Negotiating with a Large Customer Team
  • Building Relationships with Difficult Buyers
  • Handling “Give Me Your Best Price”
2. The Negotiating Cycle and the Psychology of Negotiation
  • Negotiating Cycle
  • The Maximum Supportable Position
  • The Total Information Situation
  • Managing Their Perceptions of Your LAS
  • Patience
  • Tracking Time in a Negotiation
  • The Negotiation Deadlock Process
  • Building Relationships
  • Creating the Win/Win Outcome
  • Problem Solving Negotiations
  • Working with Customers Who Never Reach Their Volume Targets
  • Handling an Ambush Negotiation
  • The End Run
  • When Buyers Become Fixated on One Particular Item
  • Bidding as it Relates to the Negotiation Process
3. Concession Strategies
  • Asymmetrical Trades
  • Concession Strategies
  • The Yes If … Strategy
  • Justifying Concessions
  • Concession Patterns
  • Split the Difference
  • The LAS Magnet
  • Introduction to Tactics
  • Authority Limits
  • Strawman
  • Performing Without Having Added Value
  • Handling a Boss Who Wants to Get Involved in the Negotiations
  • Negotiating a Price Increase
4. Negotiation Tactics
  • Good Guy – Bad Guy
  • Policy and Resource Limits
  • Where to Negotiate and How to Set the Stage
  • Speed Up
  • Leaked Information
  • Playing from the Weak Position
  • Final Offer
  • Broken Record
  • Playing Dumb
  • Change the Negotiator
  • Unpredictability
  • The “What If” Tactic
  • The Hovering Pen and the Nibble
  • Signaling
  • Linkage and Separation
  • Agreement in Principle
  • Focal Points
  • Fair and Logical
  • Acting
  • Walking Out of Negotiations
  • Handling Customers Who Threaten Legal Action
5. Strategizing and Planning the Sales Negotiation
  • Face Saving
  • Helping the Other Party Sell the Agreement to Their Organization
  • Emotions
  • Caucuses
  • Silence
  • Body Language
  • Planning the Negotiation
  • Non-Price Settlement Ranges
  • Customer Added Value Matrix in Detail
  • The Four Categories of Added Value
  • The Brutally Honest Added Value Differentiation List
  • Raising the Customer’s LAS
  • The Planning Agenda
  • Team Planning
  • Flex Plan
  • Deal Breakers
  • Customers Who Cherry Pick Your Included Services

 
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