Negotiating on your terms is the 4th step in our business development funnel. This step is incredibly important as you have put a significant amount of time and energy into the business development process so far with this prospect and you want to make sure that you are prepared for negotiations at this stage.

In this course, we look at what you need to know before you go into a negotiation, what you need to uncover during the negotiation and how and finally understanding your negotiation position.

Course Key Concepts: Negotiation, Business development, Sales.

Learning Objectives
  • Identify the 3 areas of a negotiation.
  • Identify and list the 4 pieces of knowledge necessary to negotiate.
  • Discover and differentiate between 3 reasons for objections.
  • Identify the 7 most common objections.
  • Discover and define your WAP.
Last updated/reviewed: March 17, 2024
6 Reviews (28 ratings)

Reviews

5
Anonymous Author
Cardi B once said that she never knew how high her taxes were until she started making money. Too bad the people can't have a Walk Away Price from the government...but then again...maybe they do. Maybe that's where she got the idea to make a song about WAP.
4
Anonymous Author
I liked the course and the information included. I enjoy having the take-away document as well.
5
Member's Profile
Always great to pickup some extra points whether reminders of what we know or new discoveries.
4
Anonymous Author
well, done, mark very well done over all you did a great job with this course
4
Anonymous Author
Overall good course the PDF was light on detail compared to the videos etc
4
Anonymous Author
Very similar to other courses in this series, but a good overview.
Prerequisites
Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction and Objectives for Negotiate Your Terms1:01
  Players and Process8:48
  Handling Objects8:06
  Objection Handling Exercises9:01
  Walk Away Price3:37
  Sign Your Client2:18
CONTINUOUS PLAY
  Negotiate Your Terms32:46
SUPPORTING MATERIAL
  Slides: Negotiate Your TermsPDF
  Negotiate Your Terms Glossary/ IndexPDF
  Workbook: Negotiate Your TermsPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam