Close Larger Deals Faster with Sales Negotiation Training
Sales professionals today must work harder than ever to reach the final stage in pursuing a sale: the negotiation. Therefore, the urge to close can overwhelm other considerations – namely, price. In the moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale. To protect the value of the sale, professionals must build skills through sales and negotiation training that enable them to convert demands into needs. Demands are inflexible. Needs can be addressed in ways that protect pricing. Training sales professionals to take a consultative approach to negotiations helps them control outcomes by connecting the value of the offering to the customer’s business needs.
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Richardson Sales Performance’s Negotiation Sales Training Programme
The Consultative Sales Negotiation training programme offers specific practices that sellers can apply in a variety of negotiations, regardless of deal size or industry. The negotiation sales training programme offers a framework that helps sales professionals shape their customer’s perception of value while working towards a mutually beneficial outcome. With a combination of social psychology, interactive learning and customisation, learners leave training with the tools, skills and confidence to move a commitment to a close.
For more information about our perspective on what it takes to negotiate with modern buyers download the complimentary white paper, Winning the Sale Without Thinning the Sale.
Business Benefits from Improved Negotiations
Upon completing sales negotiation skills training, your team will experience the following business benefits:
- Improved ability to justify value and protect or increase deal size
- Increased win ratio and decreased sales cycle by leading the negotiation with confidence and control
- Improved ability to protect price and avoid discounting while preserving relationships
Key Areas Of Content:
Opening A NegotiationWe teach sales professionals to lead and control the opening exchange of a negotiation by focusing on how to make their offer and how to handle the customer’s response. We equip them with the skills that help them to maintain control and guide the negotiation toward a mutually successful outcome. We practise and role play with them so they don’t make the wrong moves that could cause them to lose control and confidence early in the conversation.
Maintaining ControlIn this programme, we ensure sales professionals know how to act in a collaborative and effective manner when responding to customer demands to avoid trading too soon and to be better informed when it’s time to trade. We teach them key areas: how to convert demands to needs and how to shape perception of value. We teach them how to understand the customer’s real needs and help them see your solution as valuable so that you can assess the best way to move forward in the negotiation.
Trading to Achieve a Mutually Successful OutcomeWe teach sales professionals how to increase their effectiveness in negotiations in order to protect what is most important while achieving a mutually successful outcome. We teach them how to successfully trade, maximising their outcome while also meeting the customer’s needs, building trust, and reinforcing the relationship.
Content Grounded in Behavioural ScienceOur content is grounded in behavioural science. The focus on behavioural science across our programme matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioural science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviours, and reach their goals.
Programme Delivery Options
Our Consultative Negotiations Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.