Here are three challenges that many sales teams face. If your team faces them, the right sales training can have a huge impact and help your team beat quota this year.
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The success (or failure) of your negotiation team depends on the investments that you make in their training and preparation. Mistakes with sales negotiation training can fly under the radar. Here are several to watch out for.
Creating a world-class leadership development program starts with equipping leaders with the specific skills, tools and behaviors they will need to confidently lead others and drive the performance of their team or organization.
Buying is a dynamic process. As stakeholders explore solutions, they develop a deeper understanding of their needs. They change their priorities. More decision-makers enter the picture. The customer’s initial value definition rarely matches the final...
While anxiety around negotiation is normal, research has found that it can have a negative impact on negotiation. Here are some tips for dealing with anxiety and negotiating a great training contract.
Have you ever left an important conversation and felt like you weren’t talking about the same topic? How many times have you wondered what the other person was thinking?
The word “negotiation” often conjures images of customers bartering with salespeople or lawyers mediating an agreement. But as a skill set, negotiation actually means much more and has many more potential applications at the workplace.
Salespeople skilled in a collaborative give-and-take dialogue with their customers have a distinct competitive advantage.
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.
Conflicts cannot be eliminated, but their negative impact can be minimized through positive action and negotiation.