Closing and negotiating are not isolated events that only happen at the end of a sales cycle. They both happen during virtually every telephone call and meeting with your prospective client. This program is designed to help sales professionals and sales managers, or anyone in a customer-facing role, learn to effectively resolve customer issues, overcome objections, close without being pushy, and apply proven negotiation strategies and tactics when necessary.

Every sales professional is looking for the win-win solution. Sales Excellence’s Sales Negotiation Strategies and Techniques address the complex challenges of making the best deal while still satisfying the client. This program is customizable for both discrete sales transactions as well as for negotiating yearly or multi-year contracts.

Learning Objectives

This program focuses on closing more negotiations, more effectively and teaches participants how to prepare for a negotiation and use proven negotiation techniques.

Module Descriptions

Module Descriptions Overview

  1. Identifying and Minimizing “Profit Leaks”
  2. Defending Yourself Against “Profit Extortion”
  3. Developing Your Negotiation Leverage
  4. Pricing and Negotiation Strategy
  5. The Six Essential Techniques of Negotiation
  6. The Art of Trading Profit for Profit
  7. Strategic Negotiation Planning
  8. Simulated Negotiation Scenarios

Identifying and Minimizing “Profit Leaks”

  • The concept of margin and profit “leaks”
  • Exercise: Where are you leaking margin/profit?
  • Changing your attitude: “That profit is yours, not theirs.”
  • Changing your behavior: How do you slow these leaks?
  • Best practices for isolating and stopping profit leaks

  • Sales Tool: Minimizing Profit Leaks Worksheet

Defending Yourself Against “Profit Extortion”

  • The motives and behavior of today’s buyers
  • Your buyers’ top ten negotiation tactics
  • Exercise: Defending yourself and your profit margins
  • Dealing with and managing predatory buyers
  • Becoming a black belt in profit self-defense

  • Sales Tool: Profit Self-Defense Checklist

Developing Your Negotiation Leverage

  • Understanding the seven forms negotiation leverage
  • Developing your own negotiation leverage
  • Mitigating your buyers’ negotiation leverage
  • The three major precursors to effective negotiation
  • Exercise: Winning the quest for negotiation leverage

  • Sales Tool: Negotiation Leverage Worksheet

Pricing and Negotiation Strategy

  • The difference between pricing and negotiating
  • Rules for effective pricing strategy
  • Playing offense and preparing to score on defense
  • Exercise: Crafting mutual “Profit Opportunities”
  • Presenting Profit Opportunities to your client

  • Sales Tool: Profit Opportunities Planner

The Six Essential Techniques of Negotiation

  • Asking great closing questions
  • Exercise: Identifying and handling objections
  • Using a Pre-negotiation Agreement
  • Leveraging the Counteroffer
  • Mastering the art of the Trade-Off
  • Maintaining control with the Hypothetical Resolution

  • Sales Tool: Negotiation Process Worksheet

The Art of Trading Profit for Profit

  • Identify your buyers’ most common profit requests
  • Defining what could represent “profit” to you
  • Determining what you might be willing to “trade”
  • The concept of surgical concession-making
  • The art of creative deal-making
  • Role play: Trading profit for profit

  • Sales Tool: Trading Profit for Profit Worksheet

Strategic Negotiation Planning

  • Planning your pricing and negotiation strategy
  • Anticipating your customer’s requests and demands
  • Preparing your own requests and demands
  • Defining your own “walk away” point
  • Leveraging the concept of “Trade Packages”

  • Sales Tool: Strategic Negotiation Planner

Simulated Negotiation Scenarios

  • Work in small teams to prepare for a complex negotiation scenario
  • Develop an effective pricing and negotiation strategy
  • Meet with mock buyer (or buyer group) in a simulated negotiation scenario
  • Bring mock deal to closure while maintaining and maximizing profitability

Onsite & Online Workshops

We offer a 2-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 8 modules. You can download the module description PDF below or read about them in the content to the left.

 Download the PDF Full Course Description

Onsite & Online Workshops

We offer a 2-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 8 modules. You can download the module description PDF below or read about them in the module descriptions below.

 Download the PDF Full Course Description

Module Descriptions

Module Descriptions Overview

  1. Identifying and Minimizing “Profit Leaks”
  2. Defending Yourself Against “Profit Extortion”
  3. Developing Your Negotiation Leverage
  4. Pricing and Negotiation Strategy
  5. The Six Essential Techniques of Negotiation
  6. The Art of Trading Profit for Profit
  7. Strategic Negotiation Planning
  8. Simulated Negotiation Scenarios

Identifying and Minimizing “Profit Leaks”

  • The concept of margin and profit “leaks”
  • Exercise: Where are you leaking margin/profit?
  • Changing your attitude: “That profit is yours, not theirs.”
  • Changing your behavior: How do you slow these leaks?
  • Best practices for isolating and stopping profit leaks

  • Sales Tool: Minimizing Profit Leaks Worksheet

Defending Yourself Against “Profit Extortion”

  • The motives and behavior of today’s buyers
  • Your buyers’ top ten negotiation tactics
  • Exercise: Defending yourself and your profit margins
  • Dealing with and managing predatory buyers
  • Becoming a black belt in profit self-defense

  • Sales Tool: Profit Self-Defense Checklist

Developing Your Negotiation Leverage

  • Understanding the seven forms negotiation leverage
  • Developing your own negotiation leverage
  • Mitigating your buyers’ negotiation leverage
  • The three major precursors to effective negotiation
  • Exercise: Winning the quest for negotiation leverage

  • Sales Tool: Negotiation Leverage Worksheet

Pricing and Negotiation Strategy

  • The difference between pricing and negotiating
  • Rules for effective pricing strategy
  • Playing offense and preparing to score on defense
  • Exercise: Crafting mutual “Profit Opportunities”
  • Presenting Profit Opportunities to your client

  • Sales Tool: Profit Opportunities Planner

The Six Essential Techniques of Negotiation

  • Asking great closing questions
  • Exercise: Identifying and handling objections
  • Using a Pre-negotiation Agreement
  • Leveraging the Counteroffer
  • Mastering the art of the Trade-Off
  • Maintaining control with the Hypothetical Resolution

  • Sales Tool: Negotiation Process Worksheet

The Art of Trading Profit for Profit

  • Identify your buyers’ most common profit requests
  • Defining what could represent “profit” to you
  • Determining what you might be willing to “trade”
  • The concept of surgical concession-making
  • The art of creative deal-making
  • Role play: Trading profit for profit

  • Sales Tool: Trading Profit for Profit Worksheet

Strategic Negotiation Planning

  • Planning your pricing and negotiation strategy
  • Anticipating your customer’s requests and demands
  • Preparing your own requests and demands
  • Defining your own “walk away” point
  • Leveraging the concept of “Trade Packages”

  • Sales Tool: Strategic Negotiation Planner

Simulated Negotiation Scenarios

  • Work in small teams to prepare for a complex negotiation scenario
  • Develop an effective pricing and negotiation strategy
  • Meet with mock buyer (or buyer group) in a simulated negotiation scenario
  • Bring mock deal to closure while maintaining and maximizing profitability

Delivery Options

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