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

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Sales Presentation Skills

Sales Presentation Skills

an eight-hour training session for up to 20 participants


In our Sales Presentation Skills we combine our abilities to ask, listen, and solve for our existing and potential customers.

Sales and trade exist because people need and are looking for that which is better than what they have. Sometimes, they don’t even know that they have a need.

The critical piece of this process is “connecting the dots.” We must demonstrate that we have listened respectfully, and, as experts, show how the needs are tied directly to our answer. Just because they have a need and we have a solution doesn’t mean that it’s a guaranteed sale.

Connecting their needs to our solution is precisely what the Sales Presentation Skills class is all about.

Outcomes – Participants will be able to:

  • Research and understand each unique customer to demonstrate expertise;
  • Conduct productive meetings to discover useful information to formulate the most effective solution(s);
  • Propose plans that are fully aligned with the target’s situation and needs;
  • Increase abilities to engage and motivate the prospect/client through compelling presentations;
  • Convey emotional intelligence enthusiasm and sincerity to get client buy-in;
  • Strengthen professionalism through dynamic story-telling, elevating the level of rapport; and
  • Create positive messages even from negative, modeling a problem-solving, can-do attitude for the audience.

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