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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...

Performance Payout Plans

Overview/Description Compensation plans feature various pros and cons. This challenge focuses on selecting the best payout plan for compensating sales representatives. Expected Duration (hours) 0.2 Lesson ObjectivesPerformance Payout Plans

Planning Direct Mail to Generate Leads for Complex Sales

Overview/Description Using direct mail to generate leads for complex sales requires careful planning. This Business Impact examines what's involved. Expected Duration (hours) 0.1 Lesson ObjectivesPlanning Direct Mail to Generate Leads for Complex Sales

Preparing for Successful Sales

Overview/Description Selling can be a demanding, even daunting task. How do you develop a persuasive sales pitch? What makes for an effective sales presentation? What do you do when customers raise objections during a sales pitch? How do you close a sale? This course provides insight into the answers to these questions while it teaches you how to prepare for and deliver effective sales presentations that will resonate with your target audience. You will learn techniques for negotiating during a sale, handling objections, and successfully closing a sale. Target Audience Anyone who wants to...

Preparing to Implement Solutions

Overview/Description When it's time to implement a solution you've sold, your customer will expect you to bring your ideas for action, communication, and contingency planning. By delivering a smooth implementation experience that goes according to plan, you'll continue to earn the trust and goodwill of your customer, and lay the groundwork for expanding the relationship in the future. In this Challenge Series exercise, you play the role of a senior sales professional preparing to guide an important new customer through the implementation of your product. Target Audience Experienced sales...

Presentations that Get People Talking

Overview/Description Nothing can halt forward momentum in the sales cycle like a stale presentation. One-size-fits-all slide shows; long, droning lectures; exhaustive rundowns of features and capabilities – all great ways to lose an interested customer. If you want to keep your audiences engaged and intrigued, get them involved in your presentation. Target Audience Sales professionals interested in improving their ability to deliver sales presentations Expected Duration (hours) 0.1 Lesson ObjectivesPresentations That Get People Talking

Pricing Strategy

Overview/Description Brand managers frequently must determine pricing strategies for new products. This challenge examines some of the key factors involved with making such decisions. Expected Duration (hours) 0.2 Lesson ObjectivesPricing Strategy

Prompting Action Through Focused Communication

Overview/Description Making a sale is as much about communicating your ideas as it is developing your strategy. This Business Impact explores tactics and tips for focusing your communication in a way that moves your prospect to action. Target Audience Experienced sales professionals who wish to improve their ability to advance their sales by communicating with business acumen Expected Duration (hours) 0.1 Lesson ObjectivesPrompting Action through Focused Communication

Prospecting Strategically

Overview/Description You can achieve peak prospecting performance by identifying strategic targets, understanding customer issues, and conveying a powerful value proposition. This Challenge Series exercise explores how to use your prospecting strategy to isolate targets and to align your prospect's business issues to your value proposition. You'll play the role of a senior sales representative in a company that provides collaborative online boardroom solutions to executives. Target Audience Experienced sales professionals who wish to improve their ability to prospect strategically Expected...

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