Negotiating for Success
Workshop Description
Every sales professional needs a solid foundation in the fundamentals of negotiation. For this reason, new sales professionals will benefit tremendously by learning early in their career how to negotiate well. The purpose of this workshop is to teach some fundamental principles about negotiation, including how to avoid making mistakes made by average sales negotiators.
This interactive 2-hour workshop highlights practical negotiation concepts and guidelines, including a role play activity to improve your ability to respond to adversarial negotiation tactics.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
Negotiating for Success is well suited for newer sales professionals and sales support personnel. Experienced sales professionals should attend the Negotiation Strategy and Planning workshop listed in the "All Salespeople" Workshops tab on our website.
Workshop Topics and Objectives
1. Avoid Making Common Mistakes: Learn and improve your ability to avoid making common negotiation mistakes such as conceding too much, too soon.
2. Three Components of Win-Win Agreements: Average sales negotiators don’t fully understand how to reach an agreement that is a win for both sides. We will emphasize how to make the final outcome a win for your company.
3. Plan and Conduct Sales Negotiations: The best negotiators distinguish themselves by what they focus on during the planning process. You will receive a Negotiation Planning Form that can be used to prepare for future negotiations.
4. Identify and Respond to Adversarial Tactics: Average negotiators do not react well when the other side uses adversarial tactics, such as threats and deadline pressure. A series of short role play activities allows each person to practice and apply the concepts from the entire workshop.