Negotiation Training

Our public Negotiation seminars and in house Negotiations workshops are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment classes. We do offer negotiation skills training seminars to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations workshops. 

Participants in the Win- Win Negotiations class will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

 

Unfortunately, some prospects see a sales call as an intrusion upon their day, and an interruption from the important things they want to be doing. Unless, of course, they see you as vital to providing the answers hey seek, the products they want or the solutions they need. You must avoid coming across as an intruder, a beggar or a time-waster.

Building trust with the buyer is based on the proper approach and not dominating the conversation.

In professional selling, building trust is far more important than just being liked. A fatal flaw for salespeople occurs when they believe that they need to 'sell themselves' to the prospective client. This is not correct; it is 'old school' and leads salespeople to eventually overselling themselves and loosing the trust of the prospect.

You need to know and understand that being trusted is truly more valuable than being liked when selling. Once you're trusted, it generally follows that you'll be liked. You need to avoid seeking approval. This doesn't however; mean that you should be rude, offensive, or abrasive. But it also doesn't mean that you need to be overly aggressive, dominate the conversation or be too friendly, too soon, either.

Fail to position yourself strongly and some prospects will agree to see you only to be polite or only as a favor. Unless you can change either of these attitudes quickly, you'll never get anywhere with your prospects.

That means you must first reduce tension quickly. And, make no mistake about it; there will always be tension in any sales situation.

Prospects can read you like a book. They can instantly sense your confidence, your attitude about selling, your belief in your products and services and your personal comfort level with them. It shows in your eyes, gestures, movements and tone of voice. If you don't relax, they won't relax. If you can't reduce the tension between the two of you, you'll never get to the trust level that is required. Trust is everything.

"Nobody counts the number of ads you run; they just remember the impression you make." William Bernbach

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