Most organizations invest time and money teaching their people how to sell. However, that training usually does not teach their sales team how to negotiate – which is an entirely different (and mission-critical) skillset. Since the 2008 recession, purchasing groups have been doubling down on their negotiation training, which in turn has created a shift in the balance of power between buyers and sellers.
This Webinar provides valuable insight and tactics your sales reps can use to overcome the most common tactics used by today’s buyer:
The Squeeze – “You’ve got to do better than that"
Throwing Junk – Negative comments designed to devalue what you sell
Competitive Leverage – “I can get the same thing elsewhere for less"
The Flinch – An adverse reaction to your position
Learn from black-belt negotiation expert Skip Tucker and sales trainer Mark Roberts as they share insight about closing the skills gap in negotiations and giving your salespeople a fighting chance.
