"Closing the Deal: Negotiation Strategies to Increase Sales" is your definitive course for mastering the art of sales negotiation and consistently increasing sales. Many sales professionals view negotiation as a daunting challenge, but this course transforms it into a strategic dance where every move is calculated to secure profitable agreements and foster lasting client relationships.

Across 6 comprehensive lessons and 13 pages, graded on assessments, you will learn to navigate complex sales conversations with confidence and skill. This course is meticulously designed to equip you with the negotiation strategies needed to close more deals and maximise your revenue.

You will learn to:

• Understand the Foundations of Sales Negotiation: Discover that successful negotiations require mutual benefit, where both buyer and seller can gain. You'll differentiate the buyer's goal (improving business/quality of life) from the seller's goal (increasing revenue and meeting quotas) and learn when a deal is significant enough to warrant negotiation.
• Master the 5 Stages of Sales Negotiation: Gain a structured approach to every negotiation, from initial planning to finalisation. You will learn to:
  • Plan and prepare by defining best/worst outcomes and anticipating customer desires.
  • Establish clear rules regarding what's on and off the table, and timeframes.
  • Make your case by explaining your proposal and its rationale.
  • Engage in effective back-and-forth exchanges, offering and countering to reach a compromise.
  • Successfully close the deal with verbal agreements and signed contracts. This section emphasizes that careful preparation and clear communication are the bedrock of successful outcomes.
• Apply 5 Essential Sales Negotiation Techniques: Develop powerful tactics to influence the course of negotiations:
  • Use silence strategically to prompt responses and gain processing time.
  • Frame value in terms of both gain and loss, highlighting what prospects stand to lose without your solution.
  • Always offer a trade, ensuring concessions are met with something in return to maintain a give-and-take dynamic.
  • Demonstrate empathy by validating pain points and building rapport.
  • Be prepared to walk away from deals that aren't working, maintaining respect and focus. Consistent practice of these techniques is key to becoming an excellent negotiator.
• Counter Common Buyer Negotiation Tactics: Recognise and effectively respond to manipulative buyer behaviours. You will learn to identify signals of disingenuous negotiation and counter specific tactics such as:
  • Blaming the boss (ask to speak to the decision-maker directly).
  • Meeting in the middle (know your value, rework the deal if needed).
  • Bringing up the competition (highlight your unique value and strengths beyond price).
  • Creating a time limit (don't yield to pressure, suggest reasonable timeframes).
  • Making up one last thing (negotiate new requests thoroughly, don't concede easily).
  • Stalling for time (ask for specific reasons, offer to chat).
  • Pretending outrage (remain calm, ask clarifying questions, and know when to remove yourself from bullying situations). This section helps you maintain composure and control, ensuring buyers don't throw you off your game.

This course is perfect for sales and marketing professionals looking to hone their sales negotiation skills, effectively counter buyer tactics, and confidently close more deals. Elevate your sales performance and become a highly effective negotiator today!