Many people think that the only thing sales people negotiate is price, but in reality there is a great deal more involved. In fact, it's common for sales people to negotiate many things, such as the scheduling (or not!) of an appointment, the extent of a prospect's need, to establish the value (not price) of a product or service, delivery terms, payment terms, competitive offerings, and so on…

When negotiating with a prospect or customer, we are trying to arrive at a settlement. We are also trying to successfully move through the sales process and bring it to a close.

In this session we will not only discuss "what" to negotiate, but also, and more importantly, "how" to negotiate. We will cover the concepts of hidden value, the right value, the art of "looking for the "no," negotiating styles, challenges, and a five-step process for handling objections and for achieving "win-win" negotiating success.