The Challenge:  Increasing Revenue Growth and Account Profitability

When important sales are on the line, effective negotiating can make the difference between hitting or missing revenue and profit goals.

In today's sales and service professionals are under intense pressure from their buyers to focus on price rather than value in order to close business.  As a result, many fall into the "commodity trap," negotiating about dollars rather than business solutions at critical points in the sales cycle.  Others needlessly give away costly services and other "extras" to close sales, rather than uncovering the customer's real needs.

When this happens, your company's position in the market erodes, go-to-market initiatives fall short of their goals, and profits drop.  The challenge is clear:  to give sales and service professionals the tools they need to negotiate value...and to avoid making costly, unnecessary concessions to win business.

Solutions:  Situational Sales Negotiation™, Shooting Star™, and Making Quality Contact™

Each solution equips your sales and service professionals with a highly effective and powerful set of concepts, skills, and tools they can use to negotiate more profitable customer relationships, sell value rather than price, and improve sales results.  Each is built around a powerful, experiential learning approach that:

• builds "gut level" comprehension of key counterintuitive skills by immersing participants in engaging, powerful sales simulations;
  
  
• uses a "full-spectrum" approach which builds and reinforces competitive, collaborative, and creative skills;
  
  
• provides an opportunity for participants to develop plans for applying new skills to improve actual customer interactions, and online tools for supporting graduates back on the job; and
  
  
• is based on leading-edge university negotiation research, refined through years of program implementation experience at major corporations worldwide.
  
  

Learn more about...

• Sales negotiation performance:  read "Quick Return on Investment from Better Sales Negotiation," a case study on how this process helped a Fortune 100 computer hardware manufacturer improve profitability and increase sales volume.
  
  
• Pharmaceutical representative effectiveness:  read "The 60-Second Sell, " which profiles practical techniques that have helped GlaxoSmithKline improve sales results.