Negotiation Cycle: Creative Concessions To Close the Sale

Module Objectives:

• Take complete and creative stock of assets to multiply concession opportunities.
• Anticipate opponents’ assessment of your assets to prioritize concessions.
• Prepare various scenarios according to bundled and unbundled resources.
• Assign long term and short term value to assets to prepare for cross term concessions.
• Assimilate non-tangibles such as time and image into concession strategies.

Field Work:

• For three accounts, prepare a list of concessions you wish to pursue and items you are willing to concede.
• Prepare a list of concessions you believe the other side will ask for along with what you should specifically trade for each
• Explore these concessions with at least one account contact

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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