Sales and Negotiation Training Courses Provided On-Site in New York

Increased advertising and marketing through online channels has created more informed consumers. In many ways, this has decreased the effectiveness of traditional sales approaches. Businesses have doubled down on advertising through social media and search ads, but converting an interested customer into a successful sale has become more difficult. This is even more true in highly competitive regions such as New York City.

Business to consumer (B2C) and even business to business (B2B) sales has become saturated in many niche product and service areas. What does it take to successfully locate and act on sales opportunities? How can sales professionals nurture a customer through the process? How do you create a positive experience and successful outcome? By adopting new and proven models of sales management and mastering the method of closing a transaction. This can be achieved through proper sales and negotiation training.

Effective Networking Tools for Sales Prospecting

Person-to-person selling is still a valuable and effective tool. However, competitive sales teams need to take a broader approach for customer recruitment and retention. What’s more, sales professionals in New York need to take a more multi-channel approach to lead generation and prospecting. Learning how to close those sales on a variety of media is critical.

Give your sales team the tools they need to improve their customer outreach. Empower them to generate new contacts and opportunities for your business. Inspire them to create their own lead generation funnels through in-person and online networking.

Recognizing Disruptive Behavioral Tactics in Customer Communication

The customer is always right? That’s definitely the approach that most businesses take when training their sales team. However, there are circumstances where an informed customer can be exploitative or manipulative in their behavior.

Seasoned sales professionals know how to recognize the signs of deliberately exploitative behaviors and sell based on value proposition. But many salespeople will feel hesitant to ‘push the envelope’ and turn the conversation around. They may simply give up or feel intimidated by the customer, walking away from the opportunity.

We teach sales professionals how to:

• Identify common customer personas to customize the sales approach
• Drill down to discover the personal drivers for each customer
• Ask the right questions to identify the unique needs of the customer
• Position the product or service as the best solution

Successful negotiation skills are the key ingredient to success in sales. Every conversation with a customer is a negotiation from the start. In our sales and negotiation training, we teach your team to consider the potential of converting even the most challenging customer and to recognize how to pursue the customer opportunity even when presented with objections and obstacles.

How Your Team Benefits from Sales and Negotiation Training

For contemporary sales professionals, the pitch can happen in a face-to-face meeting, over video conference, by email, or on the phone. Having advanced sales and negotiation skills means mastering all methods of communication with the customer or prospect.

From slide presentations to effective cold-calling and introductory meetings, to gathering information, to creating a customized sales pitch for a customer… Our sales and negotiation training will share insights that your sales team can model for improved customer conversion rates.

Mastering Negotiation Skills and Sales Tactics

Every day in our personal and professional lives, we are faced with important negotiations. In the business environment, employees need to know how to jump on an important sales opportunity and lead the customer through a positive experience that results in a transaction for a product or service.

Our coast to coast training has helped organizations empower their employees with professional sales and negotiation skills to optimize their sales approach as well as presentation and negotiation skills, with measurable performance improvement in the following areas:

• Overcoming common objections in a sales conversation
• Optimizing time per customer and shortening the sales cycle
• Building a strong relationship with a customer from first contact
• Avoiding distractions of counter offers or competitor comparisons
• The importance and value of persistence and sales follow-up
• Proven sales closing techniques tactics that improve customer retention and satisfaction

Learn how to position the value proposition and cost of a product or service, without high-pressure sales tactics. We teach sales professionals to tactfully control the narrative in a positive but assertive way.