Negotiating Sales

If you’re going to be a top earner in the sales industry then effective negotiation skills are a key area that you’ll need to master.

You’ll want to get the best deal for your company as well as the client.

So how can you accomplish this?

This textbook will reveal all!

Preface

1. Overview of the Ebook
1.1 Introduction
1.2 Negotiating Sales and the Basic Sales Process
1.3 Before Negotiations Begin
1.4 Guidelines for Successful Negotiation
1.5 Strategies for Overcoming Objections
1.6 Strategies for Getting to Agreement
1.7 After the Negotiation

2. Negotiating Sales and the Basic Sales Process
2.1 Introduction
2.2 Skills Negotiating with Customers Requires
2.2.1 Listening and Communication Skills
2.2.2 Problem Solving Skills
2.2.3 Interpersonal Skills
2.2.4 Persuasion Skills
2.2.5 Customer Service Skills
2.2.6 Integrity

3. Before Negotiations Begin
3.1 Introduction
3.2 Understand Any Objections Raised
3.2.1 Identifying the Root of the Objection
3.2.1 Failure to Create Desire
3.2.4 Failure to Be Perceived as an Expert
3.3 Quantify Value
3.4 Adopt the Correct Attitude
3.5 Know Your Ultimate Conditions

4. Guidelines for Successful Negotiation
4.1 Introduction
4.2 Demonstrate Respect
4.3 Reaffirm the Value Statement
4.4 Define the Problem
4.5 Collaborate

5. Strategies for Overcoming Objections
5.1 Introduction
5.2 Get to It First
5.3 Silence is Golden
5.3 Thank Them
5.4 Empathize
5.5 Overcoming Common Objections
5.5.1 Price
5.5.2 Selection of Your Company over the Competition
5.5.3 Fear of Change
5.5.4 Timing
5.5.5 Need for Other Input
5.5.6 Personal Politics

6. Strategies for Getting to Agreement
6.1 Introduction
6.2 Positional Negotiators
6.2.1 Asserting Their Own Position
6.2.2 Attacking Your Ideas
6.2.3 Attacking You
6.3 Using a Third Party
6.4 Changing the Paradigm

7. After the Negotiation
7.1 Introduction
7.2 When Agreement Is Reached
7.3 When No Agreement Is Reached
7.4 Alternatives
7.5 Making Your Agreement Last

8. Resources

Website:
www.m-t-d.co.uk