The Painless Negotiation

The Painless Negotiation
is an interactive course that addresses one of the critical pressure points in closing any B2B Deal - and that is the "Negotiation." Throughout the course you will be applying new concepts to
YOUR real Negotiation
.
Too often we view the Negotiation as a single event that occurs when we are "across the table" from the Customer (perhaps Procurement), when in reality we should have been Negotiating throughout the entire sales campaign. To make matters worse, we are typically not prepared to negotiate and this "event" is happening late in the sales cycle in a "crisis mode." These are two things that Procurement Professionals are counting on and will exploit to their advantage. This often results in long drawn out negotiations that are painful at best, but usually result in bad Deals and/or slipped Deals.
In this course, you will learn how to:
Identify the four
Common Negotiation Mistakes
(and how to avoid them)
Ensure you are aiming at a
Great Deal
for yourself and the Customer (after all, who wants an average Deal?)
Manage the always challenging
Internal Negotiation
within your Company (it's often the toughest part)
Determine which side really has the
Power
in any Negotiation (so you don't give too much away)
Set up the ""
Right Negotiation
" (it's always easier to negotiate when you're negotiating the right things)
Negotiate the "
Right Way
" (increases the odds of closing a Great Deal and solidifies the long-term relationship)
Develop a Negotiation Plan and manage
Customer Negotiation Tactics
(you know they're coming, so why not be ready for them?)
As you learn and apply these concepts your understanding of how to better sell and position deals will also increase.  And closing more deals, closing them faster and making them better deals is what makes the most successful salespeople!
Who this course is for:
My target students are interested in advancing their sales and professional careers by learning to become competent negotiators - particularly when negotiating with customer’s purchasing or procurement departments.