Sales Sysytems Development, Inc. Training Programs
Professional Negotiation Skills Video

Video Goals:

The overall goal is to develop and improve the skills of sales personnel in negotiating with customers, distributors and others for the purpose of increasing the return on investment on promotional and support dollars spent by the client in the market.

Specific Learning Objectives:

1. Create an awareness of the important contribution effective negotiation skills can make to sales and profit results.
2. Develop the ability to recognize common negotiating mistakes to avoid when dealing with customers or distributors.
3. Identify the characteristics of an effective negotiator and generate an effective self-analysis of participant strengths and opportunities to improve.
4. Establish the importance of negotiation goal setting prior to the quality of results achieved.
5. Learn the role of concessions in negotiation and how to productively offer and seek concessions from the other party.
6. Understand the clear distinction between negotiation and selling, and how to handle each dimension on a sales call or in a distributor meeting.
7. Learn how to identify, counter and use seven fundamental negotiation tactics with customers or distributors.
8. Have participants be able to recognize their own approach (mode) to negotiation situations as well as that of the other party.

Structure

Professional Negotiation Skills is a two video program with an accompanying workbook (workbook is provided as an Adobe Acrobat file on a separate data CD). The video takes the viewer through the program, which includes case studies, a questionnaire and other information that will help sales personnel sharpen their negotiation skills.

Ordering Information

The DVDs in this program are encoded for Region 1 play only.

To place an order, please call us at (650) 691-9622 or e-mail us for Shipping & Handling information. At this time we can only accept payment by check or money order. We will be changing this in the very near future.

A few sample pages from the accompanying “Professional Negotiation Skills” Workbook (requires Adobe Acrobat Reader version 6.0 or better)