Negotiation is a vital and often misunderstood area of sales and account management. Many times good sales and account management efforts are crippled by poor negotiation strategy and tactics resulting in lost opportunities or lost margins. Corporate profits and sales rep compensation and moral are needlessly crushed and contentious client relationships can begin during this process. This session will help demystify the negotiation process and help you reduce or eliminate discounting entirely, improve your close rates, accelerate your sales velocity, create better agreements for both parties, command price premiums against competitors, and keep strategic accounts satisfied.
Join Ron Hubsher, managing director of the Sales Optimization Group, an international negotiation and sales consulting and training organization. The company helps clients accelerate sales by using its patented sales and negotiation methodology and tools. Some of their notable clients include Google, Oracle, DocuSign, ADP, GE, Xerox, 3M, Walgreens, Oracle, Kimberly-Clark Healthcare, WebMD, Adobe, Morgan Stanley, Walgreens, Prudential, ADT, Western Digital, Comcast, Thomson Reuters, Siemens, FIS Global, Tyco, Columbia Business School, Workday, Constellation Energy, Fiserv and others.
“An outstanding system for negotiating and closing sales opportunities on a global basis.” -- Jim Steele: Chief Customer Officer, Salesforce.com
We will break down negotiation into a simple to execute process and science. You will learn how to:
Learn to tailor your next presentation for online or in-person by...
-Negotiate and win opportunities in a positive manner
-Close opportunities while being the highest price competitor
-Create better agreement for both the buyer and the seller
-Reduce discounting and command price premiums
-Increase the number of opportunities sold without any discounting
-Improve your close rates