On Demand Webinar

Negotiation Tactics Your Sales Team Needs to Win

Original Air Date: September 5, 2019

Sales professionals are often long term, spending 10, 15, or 20 years in the business. Unfortunately, what sometimes happens is that, instead of getting 10+ years of experience in sales, they’re getting one year of experience…and repeating it 10, 15, or 20 times.

Most organizations invest time and money teaching their people how to sell. However, that training usually does not teach their sales team how to negotiate – which is an entirely different (and mission-critical) skillset. Since the 2008 recession, purchasing groups have been doubling down on their negotiation training, which in turn has created a shift in the balance of power between buyers and sellers.

This Webinar will provide valuable insight and tactics your sales reps can use to overcome the most common tactics used by today’s buyer:

  1. The Squeeze – “You’ve got to do better than that”
  2. Throwing Junk – Negative comments designed to devalue what you sell
  3. Competitive Leverage – “I can get the same thing elsewhere for less”
  4. The Flinch – An adverse reaction to your position

You will learn from black-belt negotiation expert Skip Tucker and sales trainer Mark Roberts as they share insight about closing the skills gap in negotiations and giving your salespeople a fighting chance.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speakers: Mark Roberts, Vice President Sales and Marketing, SPARXiQ Skip Tucker, Master Negotiator and Trainer, SPARXiQ
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This webinar is sponsored by: