Skip navigation

Bookboon.com Download free eBooks and textbooks

Choose a category

Negotiating Sales

Negotiating Sales
Not enough reviews yet
ISBN: 978-87-7681-609-4
1 edition
Pages : 49
Price: Free

Download for FREE in 4 easy steps...

We are terribly sorry, but in order to download our books or watch our videos, you will need a browser that allows JavaScript.
After entering your email address, a confirmation email will be sent to your inbox. Please approve this email to receive our weekly eBook update. We will not share your personal information with any third party.

This is a Premium eBook - get it free for 30 days

You can also read this in Bookboon.com Premium

Summary

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.

300+ Business books exclusively in our Premium eReader

  • No adverts
  • Advanced features
  • Personal library
More about Premium

Buy this eBook

Buy now

Subscribe to all 800+ eBooks

Start free trial 30 day FREE trial

About the book

  1. Reviews
  2. Description
  3. Preface
  4. Content
  5. About the Author
  6. Embed

Reviews

Suzanne J. Woodley ★★★★★

Integral parts of sales were discussed in a detailed and organized presentation. The possibility of objection was included and was supplemented by tips made the reference even more perfect.

Description

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

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!

Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the sales and management development industry.

MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.

MTD specialise in providing:

• In-house, tailor made sales and management training courses (1-5 days duration)

• Open courses (Delivered throughout the UK at various locations)

• Sales & leadership development programmes (From 5 days to 2 years)

• Corporate and executive coaching

MTD provide a wide range of sales and management training courses and programmes that enable new and experienced staff to maximise their potential by gaining or refining their skills. Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in sales and senior management roles and bring with them a wealth of practical experience to each course.

At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working. Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

Content

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

About the Author

Website:
www.mtdtraining.com

Embed

Size
Choose color
Implementation code. Copy into your own page
Embed Frame - Terms of Use

The embed frame is free to use for private persons, universities and schools. It is not allowed to be used by any company for commercial purposes unless it is for media coverage. You may not modify, build upon, or block any portion or functionality of the embed frame, including but not limited to links back to the bookboon.com website.

The Embed frame may not be used as part of a commercial business offering. The embed frame is intended for private people who want to share eBooks on their website or blog, professors or teaching professionals who want to make an eBook available directly on their page, and media, journalists or bloggers who wants to discuss a given eBook

If you are in doubt about whether you can implement the embed frame, you are welcome to contact Thomas Buus Madsen on tbm@bookboon.com and seek permission.

This website uses cookies to improve user experience. By using our website you consent to all cookies in accordance with EU regulation.