Sales negotiating is complex and challenging, way beyond simple trading or nibbling for a better price on a new car. In the business world, maintaining relationships is essential, hence the win-win strategy driven by your personal style, adjusting as needed with the customer’s style to maintain a fair, productive negotiation. Beyond managing the relationship, a variety of tactics are needed to enhance persuasion, identify hidden needs, and communicate trading offers. The bottom line in win-win sales negotiating is getting/giving equal value for the issues you have to trade. The tactics you employ enable this to happen so both negotiators are satisfied to achieve a win-win conclusion.
This course explains how to capitalize on a collaborative style, armed with offense/defense tactics, to gain a win-win solution.
Course Series
This course is included in the following series:
2 CoursesWin-Win Sales Negotiating
- Win-Win Sales Negotiating Strategy and Tactics
- Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships
Learning Objectives
- Discover methods to help you negotiate with customers for win-win results
- Identify four sales negotiating styles and learn when/how to match your style with the customer's style
- Explore a variety of tactics used in sales negotiating, and how/when to employ them
Included In Certifications
This course is included in the following Certification Programs:
8 CoursesPorter Henry Salesperson Certification
- Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
- Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
- Prospecting by Phone, Email and Social Media
- Managing Your Time and Territory – Two Critical Routes to Sales Success
- Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
- Value-Driven Selling
- Win-Win Sales Negotiating Strategy and Tactics
- Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships
Prerequisites
As advanced preparation, you should complete the "Styles Pre-Course Questionnaire for Win-Win Negotiating" located in the Supporting Materials area, and then score yourself to determine your preferred negotiating style. Four styles will be specifically discussed during the course.
Education Provider Information
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