Negotiating and Closing for Sales Professionals
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Sales training your team will actually use, enjoy and learn from
- Tough Negotiations: How to Stay in Control and Get What You Deserve (8:38)
- A Proven Technique to Overcome ‘The Stall’ (8:41)
- Price Objections: Four Secrets Prospects Will Never Tell You (7:29)
- The Commodity Copout (8:06)
- Managing Expectations with Unrealistic Customers (7:44)
Length 8:38
We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around. In this Quick Take, you will learn how to get what you deserve in a negotiation without becoming defensive or confrontational; and why sometimes you shouldn’t be too quick to solve problems that seem to be standing in the way of the sale.
Length 8:41
What does it really mean when a prospect says, “Let me think about it and I’ll get back to you” or “I like what I’ve seen … but I’ve got to talk it over with my boss”? Inexperienced sellers think, “Oh great, he’s interested.” Experienced salespeople instantly recognize that the sale has ground to a halt. The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. In this Quick Take, you’ll learn a proven technique that will reveal why your sales get stalled, and help you get them back on track.
Length 7:29
Customers are seldom afraid to tell you your price is too high, even when they don’t really mean it. But even experienced salespeople are often reluctant to say, “No, it’s not. My price is fair and here’s why.” This Quick Take will provide valuable insights that will give you the confidence to hold firm on price and win more business. You’ll learn four secrets that buyers will never reveal to you, the ONE factor in any sales negotiation that lowers the importance of price, and the ONE quality that distinguishes good price negotiators from bad ones.
Length 8:06
Customers are constantly telling salespeople, “Your product is a commodity so I want a price cut,” right? Not so fast. This Quick Take shows why more often than not it’s salespeople THEMSELVES who devalue their products. We call it “The Commodity Copout” – it’s the perfect excuse to cave in on price when a sale isn’t going the right way. Truth is, your product isn’t a true commodity and the buyer knows there are lots of concerns more important than price. In this Quick Take, you’ll learn: why salespeople buy into the commodity copout, how the commodity copout sabotages sales, and the best way to differentiate your products and services and get the price you deserve.
Length 7:44
You’ve seen lots of customers get cold feet. But guess what? It’s okay for a seller to get cold feet, too. Especially when you sense a prospect has unrealistic expectations. Prospects often underestimate the amount of work required to complete the job, the internal resources they’ll need to support the project, and the time required to get it done. They want to move forward. You want to move forward. So you figure you can deal with unrealistic expectations later on. Bad idea. Starting a relationship with misaligned expectations creates unsatisfied customers who don’t renew contracts with you and malign your reputation with other prospects. This Quick Take will give an approach to managing buyers’ expectations without scaring them off. You’ll still get the sale, and avoid all the problems that unrealistic expectations create.
- Short – 10 minutes or less – so even your most impatient reps will watch themMeaty and fluff-free.
- Focused. They deliver a single “aha” that will change behavior. It could be something your reps have never heard. But it could also be something they know but don’t always practice.
- Perfect for both team and individual training sessions. Each module includes:
- A concise desktop learning module - great for kicking off meetings
- Handouts for following along and taking notes
- Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
- A Summary Sheet participants can hang by their desks for quick review
- And a Quiz (online and printable versions) to be sure your reps understood the message
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