the Motivational Selling Series: Negotiation

Negotiation is an artistic science. Let us show you how.

Negotiate like it was your money. There's an artistic science behind it and not everyone is properly schooled or even confident in the realm of mediation. Volleying for terms is universal to every sale cycle, and we, at The Paul Bramson Companies understand the pit-falls within the process, which in short, add up to the lack of skillful-finesse. The inadequacy in the profitability of the deal has nothing to do with the individual team member's intelligence - it has to do with talent. We're not talking raw talent; we're referring to learnable and replicable behaviors. For example, understanding the importance in asking very specific questions, and knowing which questions to ask is essential. And learning how to listen at a higher octave, these and other skills are all defining characteristics associated within the science of negotiating. We know many sales professionals are lacking in these specific areas. That's why we spend a full day teaching the golden nuggets of negotiating. Most organizations' profit margins suffer due to the quality of the sale. We see mediation as the vital component to a successful deal.

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Course Objectives/Walk Away:

• Define negotiation in your environment (When? Who? Why?)
• Determine the type of negotiator you are
• Identify different negotiator types and the right way to negotiate with them
• Identify the common tactics and responses that buyers use in negotiations
• How do you counter common tactics?
• Develop effective ways to counter the buyer's negotiation tactics
• Is it really all about price? If so, prove it. This is about negotiation.
• Discuss concessions that make sense