Consultative Negotiations

Richardson Sales Performance
Training overview
Corporate / Group Training
1 day
Start dates
United States of America
Anytime - inquire to book

Course description

Consultative Negotiations

Richardson’s Consultative Sales Negotiation Training program offers specific practices that sellers can apply in a variety of negotiations, regardless of deal size or industry. The universality of the approach is possible because it relies on the immutable truths behind how customers make decisions.  These principles help sellers shape the customer’s perception of value while working towards a mutually beneficial outcome.  With a combination of social psychology, interactive learning, and customization, learners leave training with the tools, skills, and confidence to move a commitment to a close.

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Who should attend?

This course is ideal for any and all sales professionals looking to develop their negotiation skills.

Training content

Through this course, participants will learn to:

  • Control the impulse to jump to trading by illustrating how the solutionsatisfies customer needs
  • Use preparation to prime the customer thereby building trust and maximizing the outcome
  • Lead the sales negotiation process with an effective opening that anchors the value of the deal
  • Preserve the deal size by converting demands to needs to prevent or limit trading
  • Learn to achieve mutually beneficial results
  • Convert a commitment to a close by overcoming deadlocks through trading, if needed
  • Execute effective follow-up to solidify the deal and maintain momentum
  • Leverage the psychological principles at work during the decision-making process

About Richardson Sales Performance


Richardson Sales Performance

Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation. From ensuring your sales managers are executing the right activities to equipping your sales team to...

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Contact info

Richardson Sales Performance

Suite 400, 6201 Fairview Road
28210 Charlotte

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