Sales-Side Negotiation

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NATHAN COCOZZA, Senior Vice President iLinc Communications, Inc.

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LANE SHELTON, Executive VP Softmart
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SALES-SIDE NEGOTIATION provides sales professionals and business leaders with a structured process to conduct successful negotiations, recognize and overcome buyer-negotiator tactics, minimize discounts, negotiate profitable contracts and prevent unwarranted price concessions.

Because a growing number of buyers are receiving negotiation training, there is a corresponding need for sellers to learn how to counter buyer negotiation tactics aimed at securing unwarranted discounts and unnecessary price allowances. It is no longer optional for sellers to neglect acquiring effective negotiation skills. Sales people proficient in negotiation build power, maintain higher profitability margins and WIN MORE SALES! Sales-Side Negotiation training instructs sales professionals and business leaders to:

  • Identify buyer-negotiator tactics
  • Overcome buyer-negotiator tactics with seller-negotiator counter tactics
  • Eliminate unnecessary discounts
  • Prevent unwarranted price or contract concessions
  • Recognize sources of buyer and seller-negotiator power
  • Build, balance and exercise seller-negotiator power
  • Trade versus donate concessions
  • Overcome price-specific objections
  • Learn the three rules of sales-side negotiation
  • Avoid common sales-side negotiation mistakes
  • Develop pre-negotiation strategies with The Pre-Negotiation Planner™
  • Close more profitable agreements

Sales-Side Negotiation provides sellers with a structured process to conduct successful negotiations, avoid unnecessary discounts and prevent unwarranted price concessions. The results are higher profitability margins, better buyer-seller relationships and more sales.

For further interest regarding Sales-Side Negotiation Workshops or DVD Trainings, please fill out the form below and  you will be contacted by a representative from Patrick Henry International.