Teach yourself how to conduct buying negotiations.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents links to the posts in part thirteen - conducting buying negotiations.
Follow the links below to study the course. Follow the SalesSense LinkedIn company page. to see updates.
Course Contents
The complete course addresses the following B2B sales topics:
- Map a typical customer buying process.
- Define customer problems or situations that you fix or address.
- Find sales prospects who need what you sell, right now.
- Identify the right people in suspect organisations.
- Start a conversation through cold outreach.
- What to do if suspects don’t engage.
- Planning a discovery call or meeting.
- Persuasive communication.
- Negotiating access to those who can say yes.
- Prompting a customer buying process.
- Participating in a customer buying process.
- Preparing a winning sales proposal.
- Conducting buying negotiations.
- Closing the sale.
- Managing the customer relationship.
Have the course content delivered in part or in full, for individuals or for groups in sessions led by the course author.
Online Group Training Session - £180 plus VAT. Learn more.
One-to-One Coaching Session - £95 plus VAT. Learn more.
Follow the course by following our LinkedIn company page or by emailing freeb2b@salessense.co.uk.
Part Thirteen - Conducting Buying Negotiations
Conducting a buying negotiation - overview. 13.0
Recognising the transition to a buying negotiation. 13.1
Negotiation transition signals and what to do about them. 13.11
Negotiation case study - secrets and lies. 13.2
Negotiation case study - the buyer's perspective. 13.21
Car sale negotiation exercise outcomes. 13.22
Car sale negotiation paradigm - combat or collaboration? 13.23
Negotiation tricks and ploys. 13.24
Negotiation tricks and ploys that I have experienced. 13.25
Negotiation tricks and ploys - a universal counter ploy. 13.251
Negotiation tricks and ploys - the provisional agreement. 13.252
Negotiation tricks and ploys - the ridiculous offer. 13.253
Negotiation tricks and ploys - either or. 13.254
Negotiation tricks and ploys - intimidation. 13.255
Negotiation tricks and ploys - deadlines, delays, and 11th-hour crisis. 13.256
Negotiation tricks and ploys - amnesia. 13.257
Negotiation tricks and ploys - undermining your value. 13.258
Negotiation tricks and ploys - abuse. 13.259
Negotiation tricks and ploys - inflated requirements or quantities. 13.2510
Negotiation tricks and ploys - silence. 13.2511
Negotiation tricks and ploys - nibbling. 13.2512
Reasons to avoid using tricks and ploys. 13.31
Negotiation preparation - value margin. 13.32
Negotiation preparation - critical information. 13.33
A formula for effective negotiations. 13.34
The manner of negotiation exchange. 13.4
The best approach to negotiation exchange. 13.41
How to get your questions answered in a negotiation. 13.5
How to get your questions answered in a negotiation through WIIFT. 13.51
How to prioritise the other side's needs in a negotiation. 13.52
When and how to manage the process of exchange in a negotiation. 13.53
How to influence the other side in a negotiation - listening skills. 13.6
How to influence the other side in a negotiation - listening with eyes. 13.61
How to influence the other side in a negotiation - habit five. 13.62
Influence others in a negotiation through reflection, paraphrasing, and testing questions. 13.63
Positive and negative behaviours in a negotiation. 13.64
How to influence the other side in a negotiation - rule of three. 13.65
Breaking impasse in a negotiation - problem-solving. 13.7
Breaking impasse in a negotiation - creativity. 13.71
Breaking impasse in a negotiation - consolidation. 13.72
Conducting a buying negotiation - summary. 13.8
If you need to get better results from buying negotiations or improve your negotiation skills, we can help. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
