Sales Negotiation: Training, Skills, Tools

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

Succeeding in today's B2B sales environment requires strong negotiation skills to close business, expand relationships, defend pricing, and manage service problems. Here are the facts:

Sales and service professionals are under intense pressure from customers to focus on price rather than value during the sales process.
Increased competition is resulting in higher customer expectations about cost, speed, quality, and solution customization.
Professional, well-trained buyers—especially those in procurement—are more skilled than ever before at extracting costly concessions from their suppliers.
Increasingly complex markets, products, and technologies are increasing the need to negotiate inside the organization to get results for customers.
To be successful, today's sales professionals must challenge their customers, and provoke discussions of areas of differentiated needs and unconsidered value.

Better Negotiation Skills = More Profitable Customer Agreements

BayGroup International's sales negotiation training, consulting, and online solutions help your B2B sales and service team address these challenges by:

Positioning the value or your solutions to optimize relationship size and profitability.
Uncovering and addressing your customer's real needs....and provoking discussion of needs the customer has yet to consider.
Managing information skillfully throughout the sales process.
Developing and executing profitable concession strategy.
Setting and achieving higher targets in their customer negotiations.
Understanding and exerting negotiating power to achieve better results.
Anticipating and countering negotiation tactics.
Negotiating effectively throughout the sales process, not just at the end.
Planning more effectively for negotiation success.

Want to Improve Your Sales Team's Negotiation Results?

BayGroup International offers these powerful solutions to build sales negotiation skills and dramatically improve B2B sales performance:

Situational Sales Negotiation^TM: a comprehensive, industry-leading system for your B2B sales team.
Profitable Negotiation for Inside Sales™: a solution focused on the special needs of inside sales teams, often working in call centers, who must handle price pressure and quickly establish differentiated value for their solutions.
Shooting Star^TM: an engaging, media-supported 4-hour event ideally suited to sales kickoffs, product launches, and other important sales team meetings.
Making Quality Contact^TM: a solution focused on the special needs of pharmaceutical sales representatives and others who must succeed in short-duration sales calls.

68:1 ROI from Situational Sales Negotiation™

E. I. DuPont de Nemours and Company, $30 Billion global industry leader, implemented BayGroup International's Situational Sales Negotiation™ methodology to ensure its global sales team was equiped to protect and improve margins by managing critical price negotiations more effectively. The results (as documented in research from the Corporate Executive Board): pricing gains of up to 5%, and a 68:1 return on investment in the initiative within six months of deployment.