How to Increase Margin 1% to 10% and Lower Your Risk by Building A Negotiation Strategy into Your Sales Process
Build a Negotiation Strategy into Your Sales Process
Michael Webb and Brian Dietmeyer present the means of incorporating effective negotiation strategies into a company’s sales process. Rather than being unpredictable and difficult to control, 97% of verbal negotiation tactics are almost entirely predictable, and your company’s way of influencing and responding to customer’s negotiation tactics can be (and should be) designed and planned for.
This presentation outlines effective negotiation strategies, shows how they can and should be integrated with the sales process, and demonstrates how sales kaizen is the best means of deploying the negotiation process so results can be achieved quickly and the gains can be sustained.
The presentation is approximately 1 hour. It was originally delivered on March 5, 2009.