Without the necessary tools to learn effective negotiation techniques, most salespeople do not understand value and are not equipped to properly handle price negotiations, according to Debbie Paul of Real Results Marketing in Mind the Training Gap for Negotiation.

According to the results of a recent Real Results Marketing survey, although negotiation training is deemed "very important" to executives, the actual training provided is lacking – with the majority of training being product and systems oriented instead.

Negotiation training should include tools that build an understanding of value in addition to the current price-setting focus, says Paul.

This will help salespeople understand that defaulting to discounts or rebates isn't always the best answer for creating a mutual benefit for the customer and distributor.

Read more tips for providing negotiation training in Mind the Training Gap for Negotiation.