Sales &
Negotiation

About This Product

Negotiationt 151 slides with Participant Handout

Negotiation is the process of searching for an agreement that satisfies various parties. There are specific techniques that one can learn to more effectively negotiate. Understanding these techniques and developing skills can be a critical component of your career and personal success.

Did you know that... when it comes to negotiation, Americans aren't at the top of their game. Whether it be asking for a raise or closing a business deal, more than 40% of U.S. employees don't feel confident in their negotiation skills, while a quarter admit to never having negotiated at all in the workplace, according to a LinkedIn survey. The study was based on surveys of more than 2,000 professionals in eight countries worldwide, including the U.S., Brazil, India, Germany and South Korea. The results revealed that men feel more confident about negotiating than women, with 37% of males feeling self-assured in their abilities, compared with just 26% of females.

Learning Objectives:

• Understand what negotiations are all about
• Choose a strategy to effectively negotiate
• Learn the range of negotiation approaches and their results based on your interactions
• Plan for a negotiation session
• Use communication techniques to avert potential conflicts
• Practice your general negotiation techniques

About This Product

Sales 178 slides with Participant Handout

Start improving your sales today! Top producers know how to create and project value. They are not just order-takers. They know their product inside and out and know how to set goals. The definition of sales is commodities that have been sold, especially the number of successful sales that have been made. The Old English word, “sale” took its root from the word “salaam.” It was first used to indicate goods sold at lower than usual prices in 1866.

Did you know that... the best time to email prospects is between 8:00 A.M. and 3:00 P.M. 92% of all customer interactions happen on the phone. 85% of prospects and customers are dissatisfied with their on-the-phone experience. If you call a lead in the first 5 minutes after they've submitted a web form, they're 100x more likely to get on the phone. You are 15% more likely to connect with your prospect between 8-11am their time. 80% of sales require 5 follow-up calls. On average, it takes 8 follow-up calls to reach a prospect. Lost productivity and poorly managed leads cost companies at least $1 trillion every year. 91% of customers say they'd give referrals, but only 11% of salespeople ask for them. 84% of B2B decision-makers start their purchase with a referral. Increasing client retention by as little as 5% can boost profits by as much as 95%. Thursday is the best day to prospect.

Learning Objectives:

• Define value-added selling, and identity ways you can add value to the sales situation
• Identify specific value-added selling practices that you would like to use in customer relationships
• Use a three step process for handing customer objections
• Analyze your products/services to determine what benefits they provide and how they meet customer needs
• Identify any obstacles to closing the sale, and select strategies for overcoming them
• Follow guidelines for closing sales successfully and several time based action plans

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