Negotiation Technology for Sales Professionals
[For those who have attended a Persuasion Technology™ training program. The first two days of this version covers financial analysis for sales professionals as it applies to the negotiation model we use.]
This is an advanced program for sales professionals, executives, managers, and professionals within the organization with a minimum of two years of experience and some negotiation experience and responsibility. It offers those who have attended a JSRI sales training program an opportunity to refine and advance their sales communication skills, as well as develop the skills of negotiation in a way that both builds on and integrates with these skills. It is the ideal way to continue and advance the development begun in Persuasion Technology.
This program will make an impact in the organization in regard to both the immediate sales and also in how profitable sales are in the future. When the economic environment is tight negotiation skills are the most powerful communication skills that a sales professional can possess. In addition, when business is good and growing the ability to negotiate in relation to long-term goals can make the difference between profits that grow or remain stagnant over time. Once your sales professionals have been through both Persuasion Technology and Negotiation Technology they will have a level of mastery of the skills they have been introduced to and also a range of additional professional sales skills, which will serve them and the organization at the highest levels of professional selling.
Some of the skills that participants of Negotiation Technology can expect to develop include:
- The skills of client analysis beyond those developed in Persuasion Technology including financial analysis for negotiation (Negotiation Technology for Sales Professionals)
- An understanding of negotiation as a process as well as the dynamics of interaction occurring within it
- Types of negotiators and their communication styles, including the participant's own preferred negotiation style
- Ways to think strategically and tactically about negotiation
- Making a ‘Negotiation Plan' based on a pre-negotiation analysis of the data, situation, desired outcome and individual negotiators involved in the negotiation
- Skills of calibration and communication to recognize the sub-currents and sub-text in the negotiation allowing them to respond both to what is spoken and what remains unspoken
- Reframing skills to establish alternative frames within which to consider the situation that contains the negotiation and to develop alternative solutions for the negotiation
- Analytical skills to access the present and future impact of solutions that are offered, as well as ways to suggest alternatives that will be considered and often accepted by the other parties