Sales Negotiation Training / Onsite Program

Negotiating to Yes (NTY)

Would you like to gain a 53% revenue increase due to better negotiation skills while improving client relationships and internal staff interactions? Contact us to see how a large US Corporation did just that.

Description:
Do you want your salespeople to improve profitability? Compete on value rather than price? Enhance how customers perceive the value of your capabilities, products, and credibility? Negotiating to Yes (NTY) is a research-based program that helps salespeople become better negotiators. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching agreements that are satisfying to both parties and strengthens relationships.

Negotiation is an ever-present part of any sales process. It occurs informally throughout the sales process, and more formally when specific proposals and agreements are on the table. The sales process drives revenues. Effective negotiating protects and improves profit margins. The highly effective win/win approach of Negotiating to Yes (NTY) creates satisfying, optimal sales agreements that improve profits and strengthen relationships.

Negotiating to Yes is a flexible, one- or two-day instructor-led program designed to help turn face-to-face confrontation into side-by-side problem solving. The objective is not to defeat the other side, but to find the most profitable way to complete a sale that works for both sides. During the program, salespeople learn Principled Negotiation skills and apply them to their own negotiations. Reinforcement and on-the-job tools further enable on-the-job success.

At the end of Negotiating to Yes (NTY), participants will be able to:

• Create mutually satisfying sales agreements that meet the interests of both parties and strengthen relationships.

• Plan and conduct negotiations through a process that leads to profitable sales without giving in or getting into confrontation.

• Go beyond positional bargaining by identifying the buyer’s true interests and co-creating options for mutual gain.

• Build agreements that customers will readily accept by making offers that create value for customers while protecting price and profit margins.

• Gain more power during a negotiation by knowing one’s own best alternatives to a negotiated agreement, as well as the attractiveness of the client’s alternatives.

• Constructively address difficult situations in negotiations, such as price pressure negotiations and countering “dirty tricks.”

Target Audience for Negotiating to Yes (NTY):
Sales professionals needing to improve their negotiation skills.