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”