SalesGravy, Mark Hunter – High Profit Negotiating

SalesGravy, Mark Hunter – High Profit Negotiating

ABOUT THIS COURSE

Few activities have as much impact on sales outcomes – positive or negative – as negotiating. Effective negotiating skills give you the confidence you need to make deals that maximize profits and your income. Yet many salespeople fear negotiating and the wave of negative emotions that come along with it.

If you find yourself losing to competitors on price, discounting more than you should, feeling “beat up” by prospects, or being held hostage by long-term customers you’ll love this program.

In this course you’ll learn effective negotiating skills that give you the confidence you need to make deals that maximize profits and your income.

You will learn:

• Handling tricks and tactics used by the other party and the way to respond to them effectively
• What to do when the negotiation stalls for any number of reasons
• Non-price negotiating strategies and how you can win without lowering your price
• Avoiding the negotiating pitfalls we find ourselves in too many times
• Moving the negotiating process forward when the customer wants to go in a different direction or wants to stop
• Leveraging the other person’s emotions and the way to use them to your advantage
• Gaining a seat at the table to negotiate when the customer has already planned to go with somebody else
• Handling price objections in a way that allows you to still have a profitable negotiation
• Sell first / Negotiate second and the value of understanding when to negotiate
• Preparing to negotiate to ensure you’re prepared regardless of how the customer reacts
• Validating what the negotiation is about to ensure both you and the customer are dealing with the same things
• Trust / Time / Tactics: 3 Ts of Negotiating and how using them effectively can help you from even having to negotiate
• Building the strategy that allows you to win both in the short-term and long-term with the customer
• Alternative negotiating strategies and other techniques you can use to avoid having to negotiate at all
• Developing your position and being able to convey it effectively
• And so much more . . .

COURSE DELIVERY

This is a comprehensive self-directed, e-learning course delivered step-by-step through 40 high-quality videos and tutorials.

CERTIFICATE & AWARD

Upon completion of this course you will earn a certificate that may be printed and displayed. You will also receive 1000 Bonus Points to help you climb the Sales Gravy University leaderboard and you’ll be awarded 10 Course Credits.

INSTRUCTOR

Mark Hunter is the author of two bestselling books – High-Profit Prospecting & High-Profit Selling. He travels 240 days in the America’s and across the globe working with sales professionals and their leaders at companies like Coca-Cola, Sara Lee, and Unilever.

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