Sales negotiating challenges sometimes surface during sales presentations, often when the discussion reaches a “boiling point.”  For some salespeople, the tendency is to negotiate immediately – solve the problem – and move forward with the account.  In most cases, anxiety will result in a failed or weak negotiation, maybe a loss-win (in customer’s favor), and possibly threaten relationships.  That’s where planning comes in: Taking the right steps at the right time will help the ultimate negotiation be win-win.  When a negotiating situation arises suddenly, the professional salesperson postpones it until he or she can develop a game plan.

Sales negotiating is complex and challenging, so planning is a “must.” While you can’t anticipate every customer move or even follow precise steps, planning prepares you for most customer responses and enables you to manage your activity.  In this course, you uncover the key steps of negotiating planning: when and how to make your offers, how to set parameters so you don’t lose control. Above all, planning will help you determine the proper values of what can be traded and asked for in return.  Because of the “give and take” dynamics of negotiating, it is difficult to control, but this course shows you how to manage your offers and responses by developing an action plan.