Negotiating In Challenging Economic Times

Sales professionals today live in a time of unprecedented buyer leverage. It is during these times that skills for managing the negotiation process and driving revenue are most critical to understand and apply.

In this one day program, participants will learn how to:

  • Embrace tension as a natural part of the negotiation process
  • Manage the emotions that accompany challenging economic times
  • Craft compelling value propositions
  • Start as high as possible while maintaining credibility
  • Plan concessions to increase profitability
  • Help others show a “win” to their management
  • Maintain quality listening skills when under pressure
  • Prioritize and propose low cost negotiables
  • Hold firm when customer’s make unrealistic requests
  • Use voice and email more productively
  • Use nonverbal behaviors (including silence) to send desirable messages
  • Move negotiation conversations towards seller strengths
  • Break deadlocks using creativity techniques

Methodology
The program is a combination of lecture, individual work, team discussions and simulations.  Participants will also complete a personal negotiation planning form.

Summary
Of all the professional development choices, perhaps the most critical for sales teams today is improving negotiation skills.  In Negotiating in Challenging Economic Times, participants will learn strategic and proven techniques that will help shift power back to the seller. Technically Speaking’s ability to customize course content and planning materials also will ensure a relevant and immediately applicable learning experience.