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Sales negotiating challenges sometimes surface during sales presentations, often when the discussion reaches a “boiling point.”  For some salespeople, the tendency is to negotiate immediately – solve the problem – and move forward with the account.  In most cases, anxiety will result in a failed or weak negotiation, maybe a loss-win (in customer’s favor), and possibly threaten relationships.  That’s where planning comes in: Taking the right steps at the right time will help the ultimate negotiation be win-win.  When a negotiating situation arises suddenly, the professional salesperson postpones it until he or she can develop a game plan.

Sales negotiating is complex and challenging, so planning is a “must.” While you can’t anticipate every customer move or even follow precise steps, planning prepares you for most customer responses and enables you to manage your activity.  In this course, you uncover the key steps of negotiating planning: when and how to make your offers, how to set parameters so you don’t lose control. Above all, planning will help you determine the proper values of what can be traded and asked for in return.  Because of the “give and take” dynamics of negotiating, it is difficult to control, but this course shows you how to manage your offers and responses by developing an action plan.

Course Series

This course is included in the following series:

2 CoursesWin-Win Sales Negotiating

  1. Win-Win Sales Negotiating Strategy and Tactics
  2. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships

Learning Objectives

  • Discover action planning methods to help you negotiate with customers for win-win results.
  • Identify steps in planning a win-win negotiating session.
  • Explore a variety of planning techniques used in successful negotiating and how to organize them for win-win results.

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Salesperson Certification

  1. Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  2. Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
  3. Prospecting by Phone, Email and Social Media
  4. Managing Your Time and Territory – Two Critical Routes to Sales Success
  5. Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
  6. Value-Driven Selling
  7. Win-Win Sales Negotiating Strategy and Tactics
  8. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships

Prerequisites

Course Complexity: Intermediate

The prerequisite for this course is the course: Win-Win Sales Negotiating Strategy and Tactics. It will provide the big picture of negotiating, specific tactics, and concepts, and set the stage for planning Win-Win Sales Negotiating. To help you recognize the value of planning, you be able to download a Sales Negotiating Planner that will enhance your learning. 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  3:28Introduction to Win-Win Sales Negotiating
  7:15Step 1 & Step 2
  7:35Step 3: Plan to Find Customer's Interest
  8:11Step 4: Clarify Issues and Values
  6:43Step 5 & Step 6
  7:18Create Your Win-Win Action Plan
  3:47Win-Win Negotiation Conclusion
CONTINUOUS PLAY
  44:17Planning Win-Win Sales Negotiating
SUPPORTING MATERIALS
  PDFSlides: Planning Win-Win Sales Negotiating
  PDFPlanning Win-Win Sales Negotiating Glossary/Index
  PDFVAN sample Planner -Example
  PDFWIN-WIN Negotiation Planner
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM