Negotiate.
Gives and Gets®
Do you get stuck spinning wheels when you’re trying to advance a deal? The best negotiators know what to look for and when to engage.
Every commitment is achieved through a specific bargaining technique. Reps will learn how to create an ideal environment for successful negotiations. Our Scorecard® program gives your sales team the vocabulary and confidence they need to create engagement early in the sales process and build momentum as the deal advances.
In this sales training module you will gain not only the language and confidence you need to begin negotiating earlier but you will also gain a new approach for evaluating and forecasting your active sales opportunities and overcoming objections. Our Scorecard® program gives you a new lens for looking across your pipeline and quickly assessing the health of the deal and the likelihood of closing it.
Learn How To:
- Use the rules of commitment and consistency to initiate the negotiation process.
- Transfer activity ownership from your shoulders to your prospect’s.
- Identify the opportunity’s coach, sponsor, and champion.
- Effectively leverage demos, trials, and discounts in your sales process.
- Create a formal negotiation strategy and framework.
- Evaluate the health of a deal through our Scorecard® program.
Live Lab Exercises:
- Use the Scorecard® program to apply to your negotiations.
- Role-play negotiation tactics and techniques.
Suggested Attendees:
- Inside Sales
- Direct Sales
- Channel Sales
- Sales Managers
- Sales Executives
- National Accounts
This module is available through our virtual and in-person training programs, as part of our consulting services. Both offerings are delivered live and are customized to address the unique needs of your organization.
This framework and training gives my team the opportunity to create a more mutual and equal relationship with the buyer and define steps forward in a more positive way.”
