Not Yet Rated
New Course
1 Hour (On-Demand)
CPE Not Available
Instructor for this course
more

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

  1. Win-Win Sales Negotiating Strategy and Tactics
  2. 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
Last updated/reviewed: November 30, 2017

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

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

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
  2:03Introduction to Win-Win Sales Negotiating Strategy and Tactics
Win-Win
  6:46What is Win-Win Sales Negotiating?
  5:17Identify Your Negotiating Style
  11:47Capitalize on Negotiating Styles
  6:26Collaborative/Offense Tactics
  5:42Defensive Tactics to Use With Care
  11:23Handling Customer Tactics
CONCLUSION
  2:30Summary
CONTINUOUS PLAY
  51:54Win Win Sales Negotiating Strategy:Tactics
SUPPORTING MATERIALS
  PDFSlides: Win-Win Sales Negotiating Strategy and Tactics
  PDFWin-Win Sales Negotiating Strategy and Tactics Glossary/Index
  PDFStyles Pre-Course Questionnaire for Win-Win Negotiating
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM