Negotiating & Closing for Sales Professionals

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Order takers freeze up when buyers push back. Sales superstars EXPECT objections and are totally prepared. They know that if a prospect is stalling, that doesn’t mean the sale’s dead – it just means they have to work harder to find the snag.

They know that if a customer is fighting for a lower price, it doesn’t mean they should cave and give a discount. It just means they haven’t done a good enough job of clarifying their value proposition.

The kit contains 5 complete training modules

  1. Tough Negotiations: How to Stay in Control and Get What You Deserve
  2. A Proven Technique to Overcome ‘The Stall’
  3. Price Objections: Four Secrets Prospects Will Never Tell You
  4. The Commodity Copout
  5. Managing Expectations with Unrealistic Customers

Each of the 5 topics in this kit includes:

  • The short-form "Quick Take" video learning module
  • Handouts for following along and taking notes
  • Discussion Guide to help direct meaningful follow up conversation and reinforce the message
  • Summary Sheet participants can hang by their desks for quick review
  • Quiz  to reinforces the training and allows you to track how well people internalized the concept

Why "Quick Take" modules?

Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.

Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".

Research-based: Learners that perceive their training as credible drives a higher level of behavior change.

The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.

Here’s a summary of what you’ll learn in each of the modules:

Tough Negotiations: How to Stay in Control and Get What You Deserve (8:38)

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.

A Proven Technique to Overcome ‘The Stall’ (8:41)

What does it really mean when a prospect says, “Let me think about it and I’ll get back to you” or “I like what I’ve seen … but I’ve got to talk it over with my boss”? Inexperienced sellers think, “Oh great, he’s interested.” Experienced salespeople instantly recognize that the sale has ground to a halt. The prospect is stalling and if they don’t quickly figure out why, the sale will be lost.

Price Objections: Four Secrets Prospects Will Never Tell You (7:29)

Customers are seldom afraid to tell you your price is too high, even when they don’t really mean it. But even experienced salespeople are often reluctant to say, “No, it’s not. My price is fair and here’s why.” You’ll learn four secrets that buyers will never reveal to you, the ONE factor in any sales negotiation that lowers the importance of price, and the ONE quality that distinguishes good price negotiators from bad ones.

The Commodity Copout (8:06)

Customers are constantly telling salespeople, “Your product is a commodity so I want a price cut,” right? Not so fast. This Quick Take shows why more often than not it’s salespeople THEMSELVES who devalue their products. We call it “The Commodity Copout” – it’s the perfect excuse to cave in on price when a sale isn’t going the right way. Truth is, your product isn’t a true commodity and the buyer knows there are lots of concerns more important than price.

Managing Expectations with Unrealistic Customers (7:44)

It’s okay for a seller to get cold feet. Especially when you sense a prospect has unrealistic expectations. Prospects often underestimate the amount of work required to complete the job, the internal resources they’ll need to support the project, and the time required to get it done. Starting a relationship with misaligned expectations creates unsatisfied customers who don’t renew contracts with you and malign your reputation with other prospects.

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