What you'll learn
Discover methods to help you negotiate with customers for win-win results.
Identify four sales negotiating styles and learn when/how to match your style with the customer's style.
Explore a variety of tactics used in sales negotiating, and how/when to employ them.
Requirements
As advanced preparation, you should complete the "Styles Pre-Course Questionnaire for Win-Win Negotiating" located in the Supporting Materials area, and then score yourself to determine your preferred negotiating style. Four styles will be specifically discussed during the course.
Description
Sales negotiating is complex and challenging, way beyond simple trading or nibbling for a better price on a new car. In the business world, maintaining relationships is essential, hence the win-win strategy driven by your personal style, adjusting as needed with the customer's style to maintain a fair, productive negotiation. Beyond managing the relationship, a variety of tactics are needed to enhance persuasion, identify hidden needs, and communicate trading offers. The bottom line in win-win sales negotiating is getting/giving equal value for the issues you have to trade. The tactics you employ enable this to happen so both negotiators are satisfied to achieve a win-win conclusion.This course explains how to capitalize on a collaborative style, armed with offense/defense tactics, to gain a win-win solution.
Overview
Section 1: Introduction
Lecture 1 Introduction to Win-Win Sales Negotiating Strategy and Tactics
Lecture 2 What is Win-Win Sales Negotiating?
Lecture 3 Identify Your Negotiating Style
Lecture 4 Capitalize on Negotiating Styles
Lecture 5 Collaborative/Offense Tactics
Lecture 6 Defensive Tactics to Use With Care
Lecture 7 Handling Customer Tactics
Lecture 8 Summary
Section 2: Supporting Materials
Lecture 9 Slides: Win-Win Sales Negotiating Strategy and Tactics
Lecture 10 Win-Win Sales Negotiating Strategy and Tactics Glossary/Index
Lecture 11 Styles Pre-Course Questionnaire for Win-Win Negotiating
Section 3: Review and Test
Anyone interested in Sales, Negotiating Strategy or related fields.


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