Are your reps losing revenue because they lose on negotiations far too often? Take my How to Sell through Better Negotiation: an ROI Approach course. As a top sales rep, I constantly got more money on my transactions, because during my previous time as a purchasing agent, I probably used every dastardly trick imaginable to wrangle lower price points from my vendor companies. Today, teaching this course to sales reps, a collective sigh arises whenever I mention each of the 20 negotiation ploys described in this class: they've heard them all. Surprisingly, the reps rarely identified them as negotiation techniques used by buyers to get a better price. In this class, we learn to identify them, understand the reasoning behind them, and then counter them, using an easy-to-use, but extremely effective four-step process.
Let's face it. By agreeing to quickly to price concessions, your company loses money on the current sale, and on future sales to the same customer as well (yes, buyers take notes too, and refer to them in subsequent transactions with your company). This course will have an immediate payback, in terms of the better prices you'll obtain when you apply the elements learned in the class.
Duration of the class: One day of classroom curriculum; up to one hour live coaching with each rep, in actual negotiation sessions.
Contact Geoff for details on how this course can have your reps delivering better price points tomorrow!