In today’s competitive and price sensitive selling environment, it can be hard to separate sales from negotiation. Yet many sales professionals lack the negotiation skills needed to navigate the complex sales situations they face. Are your sales reps giving away more than they receive in order to close a deal? If so, a lack of negotiation skills could be to blame.
Protect company resources by reducing the need for profit-draining concessions.
For some sales professionals, negotiating can be an uncomfortable and stress-inducing situation. Without the confidence and skills necessary to facilitate a successful negotiation scenario, sales professionals will often fall victim to bad habits that undermine their success in negotiations, and ultimately, end up giving away more than is necessary—which can have a major impact on your company’s bottom-line, especially when repeated time after time.
As a sales manager, it is up to you to ensure your sales professionals are armed with the negotiation skills they need to maximize profit without sacrificing their customer relationships. Give your sales team the skills to:
- Quantify their intrinsic value to the client organization
- Properly uncover their customer’s true needs
- Build customer relationships that stand the test of conflict
Carew’s Pathway to Negotiations (PTN) program is designed to help sales professionals master negotiation tactics and techniques, and their strategic application to maximize profit without sacrificing customer relationships. Sales professionals leave armed with the insight and methods to avoid profit-draining concessions – even in the face of an increasingly competitive and price sensitive selling environment. Carew’s own strategic negotiation training process serves as the foundation for the PTN program.
PTN sales negotiations training goes beyond academic understanding of sales negotiation tactics, methods and practices. Participants engage in activities and exercises utilizing the skills, tactics and strategies covered in the workshop, for an energized and memorable experience. The PTN program can be customized to address the specific needs and challenges of your organization.
PTN is Carew’s most relevant resource for achieving a competitive edge in today’s economic reality through the development of advanced negotiation tactics and sales solutions.
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Excellence in Inside Sales™Excellence in Sales Leadership™Pathway to Negotiations™Profit Dimensions®Target Account Planning Strategies™