Effective negotiating protects sales revenue and improves profit margins. If you want your sales people to improve profitability, compete on value rather than price, and enhance how customers perceive your credibility and the value of your capabilities and products, then Solution Driven Negotiations (SDN) can help. Solution Driven Negotiations (SDN) helps sales people become better negotiators. It is based on the concept of psychological pressure, a method that offers sales people an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.

BENEFITS:

•  SDN gives salespeople a proven approach for turning face-to-face confrontation into side-by-side problem solving.
•  SDN is implemented as a flexible and integrated human performance improvement solution, it enables the establishment of win-win business agreements that lead to long-term customer relationships.

 Sales people will be able to:
•  Develop, apply and explain advanced strategies to research, prepare and manage negotiations to ensure successful outcomes
•  Develop and apply advanced level communication, conflict management and influencing skills
•  Find agreements that are mutually satisfying to both parties; develop a hard approach to problems and a soft approach toward people
•  Use a Stakeholder Map to identify key stakeholders and determine negotiation objectives; set a positive tone and avoid interpersonal tension
•  Focus on interests not positions by identifying interests, generating as many options as possible before and during the negotiation process
•  Identify the best alternatives to a negotiated agreement (BATNA) and explore how to make offers in a way that maximizes the win-win concept
•  Actively self-coach and coach others for continual negotiation skills development. Explain use of psychological pressure in negotiations

Duration: 2 day program