Sales Negotiation Skills Training | Richardson Sales Training‎ Sales Negotiation Skills Training | Richardson Sales Training‎
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Consultative Sales Negotiation Training Program

Close Larger Deals Faster with Sales Negotiation Training

Sales professionals today must work harder than ever to reach the final stage in pursuing a sale: the negotiation. Therefore, the urge to close can overwhelm other considerations – namely, price.

sales negotiation training

In the moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.

To protect the value of the sale, professionals must build skills through sales and negotiation training that enable them to convert demands into needs.

Demands are inflexible. Needs can be addressed in ways that protect pricing.

Training sales professionals to take a consultative approach to negotiations helps them control outcomes by connecting the value of the offering to the customer’s business needs.

sales negotiation skills training

Richardson’s Negotiation Sales Training Program

Richardson’s Consultative Sales Negotiation training program (learn more here) offers specific practices that sellers can apply in a variety of negotiations, regardless of deal size or industry.

The negotiation sales training program offers a framework that helps sales professionals shape their customer’s perception of value while working towards a mutually beneficial outcome.

With a combination of social psychology, interactive learning, and customization, learners leave training with the tools, skills, and confidence to move a commitment to a close.

Richardson’s Chief Marketing Officer, Andrea Grodnitzky, explains how building consultative sales negotiation skills results in more mutually beneficial outcomes for your sales professionals and their clients.

To learn more contact us or download the white paper, Winning the Sale without Thinning the Sale: Negotiating With the Modern Buyer

Learning Objectives for Building Sales Negotiations Skills

Upon completing the sales negotiations training course, your sales team will be better able to:

    • Control the impulse to jump to trading by connecting solutions to client needs
    • Use preparation to prime the customer to build trust and maximize outcomes
    • Lead the negotiation process with an opening that anchors the value of the deal
    • Preserve deal size by converting demands to needs to prevent or limit trading
    • Learn to achieve mutually beneficial results
    • Convert a commitment to a close by overcoming deadlocks
    • Execute effective follow-up to solidify the deal and maintain momentum
    • Leverage the psychological principles at work during the decision-making process

Business Benefits from Improved Negotiations

Upon completing sales negotiation skills training (learn more here), your team will experience the following business benefits:

    • Improved ability to justify value and protect or increase deal size
    • Increased win ratio and decreased sales cycle by leading the negotiation with confidence and control
    • Improved ability to protect price and avoid discounting while preserving relationships

Program Delivery

Richardson’s Consultative Sales Negotiations Training program is available in the following modalities:

Want More Info?

If you would like to speak with one of our sales training experts about Richardson's Consultative Sales Negotiations Training Program please complete the form below and a member of our team will contact you within 24 hours. If you need immediate assistance call us at 800-526-1650.