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Your marketplace is increasingly competitive. Your competition keeps
undercutting you, and you still have some salespeople in "order taking" mode.
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Your Sales Force routinely "leaves money on the table"
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Your products and services are exceptional, but your salespeople
need the ability to articulately demonstrate value to get the margins you
deserve.
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"This is The Most Effective, Professional,
Down-to-Earth, Common Sense Sales Negotiation Program Anywhere!"
Sales
people by the thousands are being outfoxed by buyers who are
no smarter, but who are better trained as negotiators. You
are losing money -- and you can fix it. This is a program that
uses role-playing, hands-on exercises and instruction to teach
the most critical negotiating skills.
Designed exclusively for the sales professional, this program
focuses on the skills and abilities of not just getting the business,
but getting it with good margins while maintaining relationships.
All of our programs are customized to your industry and your situation,
but in a typical program your salespeople will learn:
Tactics & Strategies
Stop leaving profits on the
table! Generate higher profits while you enhance customer relationships.
With two
decades of experience in sales & sales management and
teaching salespeople all over the world, Bob knows every
tactic used by
buyers. He’s identified the most effective, the ones
used on your sales force day-in & day-out, and he’ll
teach your sales force exactly how to respond to them.
Continuum of Business
A key thought process that
separates this program from all other sales or negotiation
instruction. It’s
the key to repeat business - at high margins.
Moments of Truth
Every sales negotiation hinges on “moments
of truth”. They’re the turning points in a negotiation,
they often determine the profitability of a deal, and most salespeople
aren’t tuned in to them. Once they become aware of them,
and know what to – everything can change!
All About Power
This is the real game. Either your
salesperson or the buyer is going to be the alpha player,
and your salesperson
better understand and be comfortable with power:
where it comes from, how to get more of it, and most important
- how to successfully
confront and overcome your buyer’s power.
Positioning
How to
position your company, its products and services - and the salespeople
themselves - for maximum value
in the marketplace.
Positioning is the key to getting profitable business
by building value, instead of cutting price!
Formula for Success
A proven process
that works wonders with buyers. It heads off trouble before it
starts, and it
puts your salespeople
in charge of the meeting. It’s a simple,
but profoundly effective tool.
Negotiation Style
How to find your
natural negotiation
style and use it successfully.
Planning
The “How to Negotiate High-Profit
Sales Planner” teaches
a salesperson how to plan- really plan before a negotiation.
The planner guides them through the minefield of sales negotiation.
It helps them avoid mistakes, and most importantly - it shapes
the way they think. They will reach a point where they will
never
be ambushed again.
Horse Trading Wisdom
Some
thoughts from Bob’s dad and Bob’s
years in business that keep you on track, and
prevent the mistakes you regret for
years afterward.
Bob Gibson is a negotiation strategist and the president
of San Francisco-based Negotiation Resources
He may be reached at 415-380-0910.
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