CONSULTATIVE SELLING SKILLS PROJECT

Sales Negotiation Skills

This is the third of four courses in the Consultative Selling Skills Project.  It provides participants with elements of structure and process to increase their likelihood of success when negotiating in a sales-related situation. This course has been developed from Dr. Marvin Gottlieb and Dr. William J. Healy’s book, Making Deals: The Business of Negotiating, and covers planning, bargaining, trading-off, and the nine basic negotiation tactics. Along with basic negotiation skills, participants focus on special problems associated with the selling environment. Practice is provided through case study and role play.

Audience: Sales, Marketing, and other staff who have a sales role.

Customizable Format

Duration
Classroom Instruction 2 days
Web-based Distance Learning 30- to 45-minute modules
Workbooks Self-paced instruction
Course Objectives | Topics | Related Materials

Objectives

  • Understand the special problems of negotiating and selling at the same time.
  • Distinguish between "must haves" and "want to haves."
  • Developing an effective strategy before negotiating.
  • Maintaining the total value of the deal.
  • How to handle tactics.

Topics

  • Defining Sales Negotiation
  • Negotiation Style Inventory Self-Assessment
  • Developing a Negotiation Plan
  • The "Rheostat Principle"
  • Taking Risks
  • The Nine Basic Negotiation Tactics and How to Handle Them

Related Materials

Programs | Customization