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Strategic Sales Negotiations  

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Sales professionals, sales managers, account executives, contract negotiators and anyone involved in the negotiating process. Note: Several years of sales experience is recommended.

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Seminar Summary:

Today’s purchasers are more attuned to the “real value” of what they’re buying. Discover how to influence them and improve your profits! (see full course description)

 

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Training Course Syllabus:


Regain the seller’s advantage over today’s more sophisticated purchaser. Learn the tools, techniques and savvy negotiating tactics that enable you to influence your buyer’s perception of cost, value and benefits. Close the sale by maintaining a flexible position that successfully counters your buyer’s negotiating moves.

BENEFITS

• Improve sales margins and closing ratios • Influence how customers view your product’s costs, benefits and value to them • Anticipate buyer behavior and turn it into an advantage • Establish your credibility with the buyer • Develop confidence-building skills that maintain your control of negotiations • Be ready to justify your price when meeting price specifications • Use creative advantages to counter competitive offers

OUTLINE

• Differentiating between selling and negotiating • Using powerful sales negotiating/planning tools • Addressing aggressive buyer demands face-to-face • Developing stronger client relationships through win-win negotiations • Creating a motivational climate for your buyer

Seminar Summary:

Today’s purchasers are more attuned to the “real value” of what they’re buying. Discover how to influence them and improve your profits! (see full course description)

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