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!

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.

1. Overview of the Ebook
   1. Introduction
   2. Negotiating Sales and the Basic Sales Process
   3. Before Negotiations Begin
   4. Guidelines for Successful Negotiation
   5. Strategies for Overcoming Objections
   6. Strategies for Getting to Agreement
   7. After the Negotiation
2. Negotiating Sales and the Basic Sales Process
   1. Introduction
   2. Skills Negotiating with Customers Requires
3. Before Negotiations Begin
   1. Introduction
   2. Understand Any Objections Raised
   3. Quantify Value
   4. Adopt the Correct Attitude
   5. Know Your Ultimate Conditions
4. Guidelines for Successful Negotiation
   1. Introduction
   2. Demonstrate Respect
   3. Reaffirm the Value Statement
   4. Define the Problem
   5. Collaborate
5. Strategies for Overcoming Objections
   1. Introduction
   2. Get to It First
   3. Silence is Golden
   4. Thank Them
   5. Empathize
   6. Overcoming Common Objections
6. Strategies for Getting to Agreement
   1. Introduction
   2. Positional Negotiators
   3. Asserting Their Own Position
   4. Attacking Your Ideas
   5. Attacking You
   6. Using a Third Party
   7. Changing the Paradigm
7. After the Negotiation
   1. Introduction
   2. When Agreement Is Reached
   3. When No Agreement Is Reached
   4. Alternatives
   5. Making Your Agreement Last
8. Resources