Negotiation Training Institute

Our Negotiation Skills Seminars and Workshops are available throughout West Virginia, including Charleston, Huntington, and Martinsburg, WV.

Training Seminars & Workshops: are scheduled for both groups at your offices or through our open enrollment seminars: We do offer Negotiation Skill training programs to the general public.

For free information on how we can help with your negotiation training needs (no obligation) please fill in the following form and one of our trainers will be in touch within one business day.

Sales Negotiations Training

As most battle-weary sales professionals have found out, often, the most arduous part of a sales cycle is not necessarily cold calling, prospecting, or “the pitch” but the final moments that lead up to the closing of a deal. Sales transactions that showed promise of great returns have been known to turn into liabilities and money losers when one party, intent on squeezing every penny out of a negotiation, acted in a dishonest manner to negotiate unfair terms. Sales “battles” are won and lost during the negotiation stages of most opportunities. Unfavorable payment terms, overaggressive discounts, unreasonable delivery dates, deadlines and other factors can all turn a great transaction into a sale that should have never taken place. Our Sales Negotiations Training teaches both new and experienced sales professionals how to negotiate effectively with their customers and how to recognize when the other party is acting in an unfair manner that could lead to disastrous consequences.

This highly interactive, two-day training session, focuses on the need for developing and strengthening the negotiation skills of sales professionals. Centered on the concept of principled negotiations that seek to build a “win-win” for both parties, our negotiations training workshop teaches participants how to focus on common interests and the strengthening of relationships while working to build a mutually beneficial deal. This hands-on training seminar utilizes role plays, personal assessments, exercises, activities, group discussions and training modules to reinforce the learning process. A great deal of time is spent working on the planning stages of a negotiation so that sales reps are prepared to handle nearly any negotiation situation they may encounter. All activities are designed to increase skills transfer of sales reps who must handle negotiations with clients on a regular basis. With these valuable negotiation skills in hand, sales professionals who attend Sales Negotiations Training will be able to handle any face-to-face or telephone negotiation with greater effectiveness to deliver outcomes that positively affect a company’s bottom line.

Sales Negotiation Skills Training participants will learn to:

• Plan for negotiations that often take place during the sales process
• Become more effective when handling negotiations in person or on the telephone
• Minimize conflict and obstacles by utilizing principled negotiation strategies
• Build internal unity by working within their organization during negotiations
• Understand the needs of different negotiating types and buyers
• Establish rapport and build chemistry
• Spurn dishonest tactics and focus on planning and strategy
• Focus on interests and issues that lead to common agreement
• Work with a common negotiation language to increase personal effectiveness
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their negotiation approach based on customer cues and buyer behavior
• Identify areas of concern and recommend appropriate solutions
• Recognize and disarm dishonest negotiations tactics
• Handle negotiations in an ethical manner that strengthens relationships
• Build better sales deals to increase profitability and satisfaction

Negotiation Training Skills Seminars, Courses & Workshops: May be scheduled at your offices Monday through Saturday.

For free information on how we can help with your negotiation training needs (no obligation) please fill in the following form and one of our trainers will be in touch within one business day.