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Communicating Your Company’s Value

Overview/Description How successful are you at selling your company's value? Think about it. It takes ongoing research – like you do with your customers – to understand your company's value in all its dimensions – from its products and services to its approach to innovation, its strategic direction, and the people and leaders who drive its success. This Challenge Series exercise explores how to be successful at selling your company's value. Taking the role of a sales professional, the learner must articulate value to an important customer in a way that aligns with the needs and goals of...

Dealing with Negotiation Challenges

Overview/Description It's a fact of business life that most deals aren't made from the initial proposal. Most of the time, negotiation is necessary to come to an agreement that works for the customer and the vendor alike. This Business Impact Series product follows a negotiation between a customer and a sales professional for a retail payment processing program. Target Audience Experienced sales professionals who wish to improve their ability to deal with negotiation challenges Expected Duration (hours) 0.1 Lesson ObjectivesDealing with Negotiation Challenges

Dealing with Questions, Objections, and Resistance

Overview/Description If you want to set yourself apart from other sales professionals, there are some good techniques you can use to further your sales efforts when an objection arises. This Business Impact explores techniques for dealing with customer questions, objections, and resistance, illustrated in a sales conversation about an enterprise-wide business process software solution. Target Audience Experienced sales professionals interested in improving their ability to deal with questions, objections, and resistance from educated buyers. Expected Duration (hours) 0.1 Lesson...

Negotiating Contract Terms

Overview/Description The most successful negotiators strive to achieve win-win results. This Challenge Series exercise explores the obstacles to negotiation and the various techniques that can be used to reach a collaborative solution. Target Audience Professionals in non-managerial roles who wish to enhance their negotiation skills and knowledge Expected Duration (hours) 0.2 Lesson ObjectivesNegotiating Contract Terms

Negotiating with Your Customer

Overview/Description What skills make you a successful negotiator? Is it eloquence, cunning? Being quick-witted and fast talking? These skills may help in some situations, but effective negotiating always requires preparation, empathy, patience, and a sincere effort to reach an agreement that benefits both sides. In this Challenge Series product, you play the role of a sales professional negotiating with a customer. The customer throws up some challenges, which you must address effectively in order to arrive at a workable arrangement. Target Audience Experienced sales professionals who wish...

Negotiation Skills for Sales Professionals: Preparing to Negotiate

Overview/Description Effective sales negotiation skills are essential for any successful sales professional. However, being able to maximize the value of your proposal for both you and your customer isn't an easy task. This course provides direction on how to use a strategic negotiation process to strike effective, long-lasting, and profitable sales agreements with your customers. It focuses on the preparation stage of the process: setting clear objectives, prioritizing your concessions, and preparing thoroughly before you initiate negotiations. And it shows you how to conduct research in...

Negotiation Skills for Sales Professionals: Reaching Agreement

Overview/Description One of the most difficult tasks in sales negotiations is overcoming barriers to agreement and closing the deal. Being able to understand and anticipate certain barriers is an essential skill for every sales professional. This course provides instruction on the following barriers to agreement: deadlock situations, a customer who doesn't trust you, and negotiation tactics designed to force your price down. It also covers strategies for overcoming each of these barriers, and it provides an opportunity to practice the strategies in a realistic simulation. Target Audience...

Negotiation Skills for Sales Professionals: Value Exchange

Overview/Description Negotiating concessions and exchanging value are integral aspects of any sales negotiation process. But when is the best time to make concessions? And how do you make concessions effectively so that you maximize the value of your proposal to the other side and maintain a position of power? This course provides detailed instructions on how to use concessions to achieve agreement during a sales negotiation. It covers guidelines for when to stand your ground and when to give ground, and you'll also have a chance to practice your negotiation skills in a realistic simulation...

Talking Value with Your Customers

Overview/Description You know that your solution is the best option for your client, but they might not know it – yet. This Business Impact Series product explores how to win a client over by capitalizing on shared values. Target Audience Sales professionals interested in improving their ability to use business insights about their own company to sell more effectively to customers Expected Duration (hours) 0.1 Lesson ObjectivesTalking Value with Your Customers

Turning Obstacles into Opportunities

Overview/Description Objections, resistance, and questions can seem to halt the momentum of a sales meeting, but these obstacles are, in fact, buying signals that provide opportunities for forwarding the conversation. This Challenge Series exercise explores how to cope with sales roadblocks and help meet customers' needs. The learner plays the role of a sales representative for a network security software company. Target Audience Experienced sales professionals who wish to improve their ability to cope with resistance in the sales process Expected Duration (hours) 0.2 Lesson ObjectivesTurning...

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