Negotiating

Imagine if...
your team's negotiation skills training could improve your position with your customer.


Negotiating is a process that takes place after you have secured a preferred position with the prospect. Simply put, negotiating is about improving your position, not winning. Effective negotiating protects your bottom line! There are several ways your prospects/customers can drive money to their bottom line:

  • Acquisitions
  • Increased sales
  • Lower operating expenses
  • Increase prices

Take it from you... 100% of every dollar they can take from you goes to their bottom line. You are dealing with highly trained negotiators.

Our pre-negotiation skills checklist has been instrumental to our clients' preparation and success. Mike Harris, Vice President of Aftermarket Sales for Joy Global, said, “Our leadership recognizes the importance of equipping employees with the necessary skills to achieve the best outcomes for Joy and its customers. This negotiation process and checklist is instrumental in improving our results."

Negotiation Training Program Overview:

Most sales development programs rarely address--or have a plan to get training to--the company’s bottom line. Furthermore, they don't produce the overall impact truly desired by the company. Behavior does not change during a two-day program, but only after six months or more of reinforcement and use. Our six-month implementation plan is what separates our program from others:

  1. Learn to use our exclusive pre-negotiation checklist
  2. Understand the negotiation process from your customer's point of view
  3. Create a motivational climate for your buyer
  4. Understand different behavioral styles
  5. Learn techniques to improve effective listening
  6. Know how to handle various objections
  7. Learn over forty tactics and strategies to help prepare for negotiations
  8. Participate in customized role-playing

Contact Us

Call us at 301-846-0611
or by using the form below

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Comments

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  • "Imagine learning without being taught! That is the experience I have had each time I've worked with Marc. His uncanny ability to teach through storytelling sets him apart from the traditional workbook style sales training platforms because he weaves in foundation-building skills with contemporary relevance. Salespeople are emotional creatures and while we need to know our product, our job is much more than spewing product specs to our clients. Marc's programs are indeed structured uniquely for each client and his follow up is seamless. It's easy to experience a sample of his narrative genius...simply call him and start a conversation. You may be amazed at what you learn about your organization."

    - Ed Levy, Edventure Promotions

  • "Marc has a unique style that is both direct and informative. His ability to read the needs of people and programs associated with selling is uncanny."

    - David Ferraro, Vice President, Carris Reels

  • "Selling That Works' focus is on the development of your people resulting in increased sales and profits."

    - Jim Hunter, Vice President of Supplier Services, IMS Americas

  • "Marc’s knowledge of basic selling skills and fundamental methods and the engaging way that he presents them to newly promoted line salespeople insure that they retain and use what they have been taught and face new assignments believing they can succeed."

    - Michael A. Harris, Aftermarket Sales and Strategic Alliance Manager,
    Joy Global Underground Mining

  • "Matching our customers' needs with our company's capabilities, while working with the final decision maker, has quickened our sales cycle and led to record growth for our organization."

    - Tim Richardson, Vice President Sales and Development, United Displaycraft

  • "I wanted to thank you for what I believe to be by far the best Sales Training Course I have ever attended. Your course offers an efficient and professional method for successful selling. A complete professional plan that helps each salesperson differentiate themselves from the competition in today's marketplace."

    - Danny Williams, Sr. Account Executive, Vertis Communications