Course/Product Description Title: Training Seminar: Value-Added Negotiating Description: In sales, price can be a tough hurdle to overcome. In this seminar, we teach you how to negotiate with value instead of price. So if you are reading about this course, you are probably a salesperson who is stuggling with the price vs. value comparison your prospects keep tripping you up with. If so, you'll be happy to know that this course is designed to save your company money by helping you become a better negotiator. Learning Objectives Our hands-on seminar will teach you the right way to listen to customers, the right way to handle their cost objections, and the right way to get your sales closed! You will learn: Aspirations Buying Influences Value Research Tactics Asking Questions and Listening Concessions Intimidation Power Assumptions The Course Structure The seminar combines theory, practice, and personal feedback, with an emphasis on negotiating value through our unique scenario-based methods. Essentially, attendees are put in teams where they take turns making mock presentations, handling objections, and asking for the sale. The first mock presentation focuses on negotiating with other attendees. The second scenario focuses on negotiating a realistically-tailored scenario that attendees might encounter in their daily activities. After each presentation, the instructors provide immediate feedback and coaching. The second scenario is videotaped for later review, as well as for use as refresher training as needed at a later date. The class time is divided as follows: Theory 23.50 hours Negotiating Workgroups 6.00 hours Personal Feedback 2.75 hours Agenda First Day 8:00 - 9:00 Introduction 9:00 - 10:00 Deadlock - First Negotiation 10:00 - 10:15 Break 10:15 - 12:15 Customer Buying Styles 12:15 - 12:30 Explanation and Preparation for Second Negotiation 12:30 - 1:45 Lunch and Second Negitiation 1:45 - 2:30 Second Negotiation Discussion 2:30 3:00 Buying Influences 3:00 3:45 Preparation for First On-Site Negotiating Meeting 3:45 - 5:45 First On-Site Negotiation (Video Recorded) Second Day 8:00 - 9:45 Tactics 9:45 - 10:45 Asking Questions and Listening 10:45 - 11:15 Break 11:15 - 11:45 Concessions 11:45 - 12:15 Intimidation 12:15 - 2:00 Third Negotiation and Lunch 2:00 - 2:30 Third Negotiation Discussion 2:30 - 3:30 Review of First On-Site Negotiation 3:30 - 3:45 Break 3:45 - 4:15 Power 4:15 - 4:45 Assumptions 4:45 - 6:45 Second On-Site Negotiation (Video Recorded) Third Day 8:00 - 9:30 Review of Second On-Site Negotiation 9:30 - 10:30 Fourth Negotiation 10:30 - 11:00 Fourth Negotiation Discussion 11:00 - 12:00 Course Review 12:00 - 12:30 Creativity 12:30 - 12:45 Presentation of The Negotiator Award Dates & Times This three-day seminar lasts is held on the dates and times posted herein. About The Provider: Sales Concepts provides sales training seminars and programs, public sales training, customized sales training, trade show sales training, phone sales training and individual training. In addition to sales training, we also provide customer service training, leadership and management training, telemarketing sales training, field service representative training, presentation training and negotiation training. We educate people about the sales process, listening, asking questions, negotiating value, financial justification, return on investment, selling benefits, selling value, handling objections, closing, behavior styles, telephone sales, first impressions, negotiating tactics, concessions, power, intimidation, assumptions, creativity, presentations, hiring, coaching, and more. Sales Concepts, Inc. celebrates over 27 years in business by continuing to offer cost-effective innovative training programs. Your program is delivered by our best resource, sales and service training professionals who have experience in sales, service, leadership and management. Price: $2,290.00 More Info: Contact Us For More Information

Keywords For This Course:
sales negotiation training, selling value