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for
Salespeople
The Crying Need for
Good Sales Negotiating
Sales negotiating has always been something of an obsession at
Common
Ground. We're keenly interested in the unique negotiating
concerns
of salespeople. Why?
1. Because when it comes to negotiating
training, salespeople have typically been ignored.
Much of what today passes
as "negotiating training for salespeople" is really nothing more
than rehashed sales training for salespeople.
Compellingly portraying features and benefits, proving added value,
overcoming objections, and asking closing questions are skills essential
to every salesperson's success. Unfortunately, these programs
have virtually nothing to do with negotiating.
When the customer says,
"Let's talk price," and the only response the salesperson knows
is, "Why don't we take another look at the real value we're providing
here," it's not likely to be a very long, or particularly successful,
conversation. The customer's "Let's
talk price" statement turned the sales call into a negotiation.
And at that moment, all of the rep's sales training became irrelevant.
Further repetitions of "Here's why we're the best" will only annoy
the customer. Why? Because it's haggle time! The customer doesn't want more reasons.
The customer wants concessions!
2. Because sales negotiating
is important, especially in today's tough economy.
Intense competition, shrinking margins, and extraordinary cost-consciousness are hallmarks of today's economy. And the tougher the economy, the more vital it is to negotiate well. Today, in a very real sense, the sales
force's bargaining skills can determine whether the business flourishes,
endures, or disappears.
When margins are fat,
it's easy to ignore a few percentage points gained or lost in negotiating.
But when margins are slim, those same few percentage points can
double or triple an organization's profits—or its
losses. Sales negotiating is not
about boosting revenues or cutting expenses. It's about profit.
That all-important line at the bottom of every income statement—"Profit After Tax"—is also a bargaining proficiency
score.
3. Because it's a challenge.
Sales negotiating is hard,
and it's getting harder all the time. Customers increasingly
treat goods and services as commodities, ignoring sellers' traditional
added-value and relationship-based "pitches." Infused with
a sense of "entitlement to negotiate," buyers have never been more
assertive.
True, the rules of sales
negotiating are much the same as those of other negotiating. It is the finesse and grace with which those rules must
be used that make sales negotiating so interesting—and difficult.
Salespeople Need All
the Help They Can Get
Negotiate
to Win®
for Salespeople will arm your sales force with
the negotiating know-how it needs to succeed in today's global marketplace.
Participants learn that negotiators' positions often don't reflect
their true interests, needs, desires, and concerns. By focusing
your sales force on customer interests instead of customer positions,
Negotiate to Win for Salespeople
quickly improves your ability to identify high-yield
opportunities and build lasting partnerships. Having successfully
trained tens of thousands of salespeople, Common Ground knows how
to make an immediate and meaningful improvement in the bargaining
skills of your sales team.
Who Should Attend Negotiate
to Win for Salespeople?
Negotiate
to Win for Salespeople is intended
for both new and experienced salespeople. As we tailor the program
for your organization, audience-appropriate adjustments in content
and focus will be made by Common Ground's facilitation and design
team. Negotiate to Win®
is
not a prerequisite.
Methodology
Negotiate
to Win for Salespeople adapts Negotiate
to Win, our award-winning flagship
program, to the special needs of sales reps. Using Common Ground's
unique "consultative negotiating" approach, Negotiate
to Win for Salespeople emphasizes
customer focus and trust-building to guide decision-makers into
long-term, profitable agreements.
Like Negotiate
to Win, Negotiate
to Win for Salespeople creates a
"high-immersion" training environment for maximum participation
and learning. Instructional methods include multimedia, lecture,
group discussion, diagnostic tests and evaluations, simulations,
and other interactive techniques. During the program, students
are regularly challenged to demonstrate what they've learned through
generic and customized case study simulations.
Session Length
Negotiate
to Win for Salespeople is typically
a two-day program. However, program length can be adjusted to fit
your requirements—from under one hour to two or more days.
Instructors
Common Ground's experienced
and internationally-renowned facilitators bring an abundance of
practical and creative solutions to any training situation. Please click here
for information about our instructors.
Tailoring
Many firms promise tailored
programs but deliver the same tired old materials. Common Ground
is different. When we say tailored, we mean it. We work
with you to ensure that Negotiate
to Win for Salespeople thoroughly
and specifically addresses your organization's priorities and concerns.
We interview your people and (confidentially, of course)
we learn your business—who you are, what you do, how you do it,
where your industry stands and where you stand in your industry,
what your short- and long-term objectives are, what circumstances
your negotiators face, and who your target audience will be.
With this information in hand, we prepare unique training materials
for you.
Tailored case studies—lifelike scenarios that students can instantly relate to—are the
best way to clarify, validate, and reinforce classroom concepts,
and make them immediately transferable to the workplace. Common
Ground is unsurpassed when it comes to the creation of unique, client-specific
exercises. At no additional charge, we work in partnership
with you to develop convincingly realistic scenarios that will excite
and inform your attendees. Negotiate
to Win for Salespeople is flexibly
designed to complement and reinforce your organization's current
sales training.
Confidentiality
In all aspects of their
work with Common Ground, clients are assured of complete confidentiality.
Our commitment to discretion and privacy encourages clients
to give us access to the information we need to customize Negotiate
to Win for Salespeople for maximum
participation and learning. Upon request, Common Ground will
be pleased to formalize this promise with a Nondisclosure
Agreement.
Participant Materials
Participants receive a
variety of valuable in-class and take-home handouts and tools, including
checklists, case studies, samples, guides, pocket reference cards,
a personal action planner, and Negotiate
to Win for Salespeople's outstanding
Manual (designed as a practical, desktop reference for continued
use long after the session).
On-Site Requirements
You provide the training
facility, an LCD projector, a screen, a flip chart and markers,
and above all, enthusiastic attendees who sincerely want to improve
their negotiating skills! Optional items such as
sign-in sheets, evaluation forms, writing materials, name cards
and badges, and diplomas are supplied by clients.
Guarantee
Our guarantee is very
straightforward. We think it says a lot about the effectiveness
of Common Ground training. We guarantee that within
two weeks after Negotiate
to Win for Salespeople, you'll recover
the price of the session through better negotiating. If not,
we'll refund your money!
Detailed Information
For further information
about Negotiate to
Win for Salespeople, including a course
outline, agenda, and proposal, please click "Tell Me More," below.
Tell
Me More
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