Selling Skills & Negotiating

Selling skills and negotiating involve strategy and psychology. To generate repeat business and create loyal customers, the best salespeople focus more on the customer’s needs than on their own solutions (UB4I). Consistent client focus and a keen ability to understand the prospect’s situation will lead to more accurate product recommendations and negation that is less focused on price than it would be otherwise.

Selling Skills ► Into Action

Selling Skills

an eight-hour training session for up to 20 participants


Selling Skills ► Into Action strengthens participants’ ability to apply a consultative, client-focused approach to the selling process. It is exercise-based, highly interactive and designed to yield results that can be put to use immediately.

Outcomes – Participants will be able to:

  • Identify and reach the most promising prospects to increase efficiency,
  • Research and understand each unique customer to demonstrate expertise and ability,
  • Conduct productive sales meetings that yield the best data to present the most effective solution,
  • Present solutions that are fully aligned with the prospect’s situation and needs, and
  • Work more effectively and resourcefully to close more business.

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Negotiating Skills ► Into Action

an eight-hour training session for up to 20 participants


Negotiating Skills ► Into Action strengthens participants’ ability to apply a collaborative, problem-solving approach to the negotiating process. It is exercise-based, highly interactive and designed to yield results that can be put to use immediately.

Outcomes – Participants will be able to:

  • Recognize their default negotiating style
  • Work more effectively with clients who have different styles
  • Prepare appropriately for negotiations
  • Craft agreements that satisfy both party’s underlying interests
  • Manage challenging personalities and situations

Class Outline

  1. Introduction
  2. Negotiation Exercise
  3. Negotiating Style Assessment and debrief
  4. Different Styles and what works/doesn’t work with each
  5. Collaborative Negotiation Process
    • Positions vs. Interests
    • Leverage Sources
    • Objective Criteria
    • Creative Options
  6. People Issues
  7. Pressure Tactics
  8. Concession Strategy
  9. Case Study Application
  10. NEGOTIATION ROLE PLAY
  11. Summary / Conclusion

BRING THIS TRAINING SESSION TO MY ORGANIZATION