If you have responsibility for developing the skills of your organization’s
sales team, then you know that negotiation skills are especially challenging.
Even successful salespeople who are confident about every other aspect of
selling, sometimes face negotiation with intimidation, uncertainty, and anxiety.
That is natural...there is so much at stake.
The salesperson worked long and hard to find the account, develop the
opportunity, nurture the relationships, and present the perfect solution. And
now there is a negotiation. The price, the terms, the conditions, the demands…
and the concessions. Will there be pressure to make major concessions to save
the day — and the deal?
Carelessly considered concessions can actually reduce the probability of closing
the sale. They can erode trust, damage the relationship, and carry costs well
beyond the obvious. On the other hand, carefully planned concessions can be part
of an overall strategy to strengthen the relationship and increase the value of
the deal for both parties.
In this webinar Randall Murphy, developer of
Acclivus Sales Negotiation, will
share insights that you can use to empower your sales team to skillfully
leverage concessions. You will learn how master negotiators:
identify the best concessions and the worst concessions
incorporate concessions into a strategic plan for negotiation
make concessions in a way that minimizes their cost and maximizes their
for this complimentary, one-hour webinar.