Course Overview

Learning the basics of how to negotiate and avoid “let me think it over” helps participants learn to show value before discounting. Salespeople learn foundational tactics and strategies of skillful negotiating along with application and exercises. Author and speaker Stepp Sydnor has been testing, developing and teaching these principles for over 25 years.

Course Goal
The goal of this program is to help salespeople prepare to negotiate first before jumping too quickly to discount products and services. Participants learn how to answer customer objections easily and quickly.

Course Objectives
As a result of this program you will have the tools to:

• Understand the principles of a skillful negotiator.
• Learn how to negotiate first and avoid discounting.
• Ask the right questions to discover the root problem.
• Develop power points that can be used to avoid objections.
• Make more win-win deals.
• Defend your asking price when selling.
• Know how to create value for the prospect.
• Minimize contract stalls and price objections.
• Understand a prospect’s hot issues.

Follow-up Program
To ensure the principles and tools of Negotiate Before Discounting for Business to Business Sales are implemented and new behaviors become habit, it is important to have a follow-up program.

• Regularly scheduled coaching sessions to reinforce, evaluate and enhance application of the course information.
• Each participant will complete a self assessment which sales managers can use to coach individual performance. The assessment makes the coaching more targeted and effective.
• Workbook includes negotiation tactics and responses which can be used for role playing or as a guide for future preparation.