Negotiation
Why is negotiating a vital skill for business success? Because everyone negotiates. Business owners negotiate projects, projections and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments and performance incentives with their sales teams. Salespeople negotiate price, terms and purchase incentives with savvy buyers who are always looking for a better deal.
Sandler Training's sales, management and negotiation training prepares business executives to confidently enter negotiations and understand the other person’s point of view, skillfully control the situation and effectively orchestrate win-win outcomes.
After a few sessions with Mark, our cold calling approach was fundamentally changed by incorporating the "up front contract", "pain" and "30 second commercial "concepts. The result is that we now (almost!) look forward to the cold calling, rather than putting it off and making excuses, and even better, it works a treat.
My sales people can now consistently generate firmly agreed, highly qualified sales appointments. However, it wasn't just the techniques that helped, but also the attitude and drive which Mark instilled in us. Mark's combination of attitude and technique training, delivered over a period of time, is hard work and time consuming, but above all else, it works.
Trevor Leadbeater Sales Manager, Vita Thermoplastic Polymers Ltd (VTP)