Negotiation is one of the most dreaded aspects of the selling profession (second only to prospecting, maybe). But it's possible that the reason it seems so intimidating is that we don't have a clear approach and strategy for negotiation. Or maybe we simply haven't practiced enough. This module will address both of those challenges and many more!
The elements of this course include:
- Negotiation or Stick Up?
- Precursers of Effective Negotiations
- The Six "Advanced Basics" of Negotiation
- Asking Closing Questions
- Identifying Objections
- The Pre-Negotiation Agreement
- The "Counter Offer"
- The "Trade-Off"
- Trading Profit for Profit
- Why the "Trade-Off" is So Vital
- Creative Ideas for Trading
Sales tool included:
- Trading Profit for Profit Worksheet