Tough Sales Negotiations: How to Stay in Control and Get What You Deserve

Access this video now and learn what you can do to help your sales reps deal with customers and prospects who try to squeeze them for every dime during sales negotiations.

This 8-minute program will show you:

  • How to get what you deserve in a negotiation without becoming defensive or confrontational
  • The key trap that skilled negotiators use to knock you off your game and seize control of the negotiation – and the best way to counter it; and
  • Why you shouldn’t be too quick to solve problems that seem to be standing in the way of the sale
Tough Sales Negotiations: How to Stay in Control and Get What You Deserve

Why are we giving you access to this training program for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Request your video now and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find your “Negotiating” training video and a collection of other training resources for sales professionals. You’ll have unlimited access to this powerful library of e-learning modules, reports and fast-read articles for 30 days.


More information for those who love the details …

The truth about customers and sales negotiations

We’ve all faced customers and prospects who pride themselves on how hard they can squeeze their vendors.

They know you want the business bad. It’s almost in your hands. And you’re tempted – so tempted – to back off on price. If you have to take a little less to close the deal, what’s so wrong with that?

A lot, actually. When you leave money on the table – money the customer would have been willing to pay – here’s what can happen:

  • Your deal will be less profitable. The price concession may represent all or most of the profit margin on the deal. You could end up essentially working for nothing.
  • You create an expectation that will come back to haunt you. If you don’t stick to your guns now, the customer will ask for concessions again and again.
  • You erode the customer’s trust. The customer thinks: “If they were so quick to cut costs, they must have been overpriced in the first place.”
  • You could have trouble sustaining quality. Sooner or later, you’ll be looking to cut corners to make up for the lower price.

Access Tough Sales Negotiations: How to Stay in Control and Get What You Deserve and discover a proven strategy to avoid the mistakes that lead to career-crushing outcomes.

Sales negotiations are all about control

Here’s how strong negotiators put you on the defensive: They take the difference between what you want and what they want – and they try to make it YOUR problem. When they succeed, their “limited budget” or “impossibly tight deadline” becomes something you need to worry about.

Savvy salespeople refuse to accept such problems as their own. Not by getting confrontational, but by using a series of questions to reframe the problem. An example:

Bob complains that Sally’s price is “out of line.” She replies: “Bob, help me understand what you mean when you say the price is out of line. Is it more than you can afford to pay? Or is it that you don’t see the value?”

Her questions revolve around the word “you.” Sally is skillfully pushing the problem back to Bob’s side of the table – where it belongs. Because Sally doesn’t have a problem with her price – Bob does. Sally stays in control by redirected the negotiation into areas where she can win. And how does she win? By helping Bob solve HIS problem.

The secrets to dealing with tough sales negotiators

In every negotiation, there’s a soft spot in the middle that’s up for grabs. Knowledgeable buyers and sellers will both have a pretty good idea of how much is in play. Whoever controls the negotiation will win most or all of that money.

Sharp negotiators will try to take control by creating a problem that YOU must solve. You stay in control by:

  • REFUSING to accept the problem as your own
  • ASKING questions that reframe it as the buyer’s problem, and
  • HELPING the buyer solve his problem, not your problem

The details of this approach are covered in Tough Sales Negotiations: How to Stay in Control and Get What You Deserve. Access your copy now and learn how to get even the toughest negotiators to work with you, not against you, to arrive at a result that leaves everyone satisfied.

Sincerely,

Steve Meyer
Stephen Meyer
CEO/Director of Learning and Development, The Rapid Learning Institute

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