Way #1: Negotiation training helps you identify what matters most to win better deals
Victoria Pynchon, Negotiation Consultant, She Negotiates, says that trained negotiators begin with small talk which builds trusts and turns the conversation to their negotiation partner’s goals, preferences, desires, needs, fears, priorities, risk aversion, and attitudes toward the future. It also uncovers hidden constraints and unknown stakeholders.
“Trained negotiators know how to ask open-ended, diagnostic questions,” she says.
Way #2: Negotiation training increases the likelihood everyone wins
“Negotiation is about finding the win-win,” says Koka Sexton, Global Industry Principal, Social Selling, Hootsuite.
He believes that sales professionals will position themselves better when “they can articulate the natural give and take of a deal” and understand what the buyer is really interested in.
“Negotiation training is probably one of the most important sales skills besides making initial contact with the buyer,” says Koka.
Click here to access the full list and to learn more about SPASigma.
To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.