Sprint Negotiations Training Programme
Train your team to agilely build momentum to a mutually beneficial close.
Use agile selling skills to lead negotiations conversations with confidence and control
Sales professionals work harder than ever to reach the final stage of the sale: the negotiation. In this hard-earned moment, sellers too often concede to pricing pressure to close the deal. Training your sales team to take an agile "sprint" approach to negotiations helps them control outcomes without sacrificing margins by teaching them how to develop a better understanding of their customer's needs and then connect those needs to the value of the offering.
2-Day ILT or 4 four-hour VILT workshops with Pre and Post Digital Learning
Sprint Negotiations Sales Training Programme Overview
Richardson Sales Performance’s Sprint Negotiations Programme is a needs-based, dialogue, and value-based relationship approach to arriving at a mutually successful outcome for you and your customer that, ideally, enhances your relationship status.
It is a blended learning programme that offers specific practises that sellers can apply in a variety of negotiations, regardless of deal size or industry.
The universality of the approach is possible because it relies on the immutable truths behind how customer’s make decisions. These principles help sellers shape the customer’s perception of value while working toward a mutually beneficial outcome. With a combination of social psychology, interactive learning, and customization, learners leave training with the tools and confidence to move a commitment to a close.
Sales Performance Platform Example: Control in Negotiations
The video below is from the Sprint Negotiations training programme on our sales performance platform. It demonstrates an ineffective example of the skill of control in negotiations with coaching insights.
Negotiations Training Programme Business Benefits
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
Teams learn to move through the sales negotiation using "sprints," bursts of activity that revolve around key moments of the conversation with the customer that result in a "mini close."
Sprint Negotiation Framework
Teams learn and practice applying a framework that equips them to better control negotiation outcomes by connecting the value of the offering to their customer’s business needs
Participants get access to tools and materials that ensure the proper preparation for and execution of the Sprint Negotiations Framework
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.