This course explains how to capitalize on a collaborative style, armed with offense/defense tactics.
Sales negotiating is complex and challenging, way beyond simple trading or nibbling for a better price on a new car. In the business world, maintaining relationships is essential, hence the win-win strategy driven by your personal style, adjusting as needed with the customer’s style to maintain a fair, productive negotiation. Beyond managing the relationship, a variety of tactics are needed to enhance persuasion, identify hidden needs, and communicate trading offers. The bottom line in win-win sales negotiating is getting/giving equal value for the issues you have to trade. The tactics you employ enable this to happen so both negotiators are satisfied to achieve a win-win conclusion.
What you’ll learn
- Discover methods to help you negotiate with customers for win-win results..
- Identify four sales negotiating styles and learn when/how to match your style with the customer’s style..
- Explore a variety of tactics used in sales negotiating, and how/when to employ them..
Course Content
- Introduction –> 8 lectures • 52min.
- Supporting Materials –> 3 lectures • 1min.
- Review and Test –> 0 lectures • 0min.
Requirements
Sales negotiating is complex and challenging, way beyond simple trading or nibbling for a better price on a new car. In the business world, maintaining relationships is essential, hence the win-win strategy driven by your personal style, adjusting as needed with the customer’s style to maintain a fair, productive negotiation. Beyond managing the relationship, a variety of tactics are needed to enhance persuasion, identify hidden needs, and communicate trading offers. The bottom line in win-win sales negotiating is getting/giving equal value for the issues you have to trade. The tactics you employ enable this to happen so both negotiators are satisfied to achieve a win-win conclusion.
This course explains how to capitalize on a collaborative style, armed with offense/defense tactics, to gain a win-win solution.