Never Bargain, but Always Be Prepared to Negotiate—How to Coach Your Sales Team


Michael leimbach   h (1)
VP, Global Research & Development, Wilson Learning Worldwide
David yesford
Sr. VP, Wilson Learning Worldwide
Webinar Recording Details
  • Date and Time
    Thu, Nov 08, 2018 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


It’s the common sales manager’s nightmare: your salesperson comes in with a “great opportunity,” but the customer needs a massive discount.

Why does this happen so often? Because your salespeople only know how to bargain (“he wanted a 20% discount, but I talked him down to accepting only 10%!”). What you really need are salespeople who negotiate in a way that strengthens the relationship with the customer while keeping a good profit for your organization.
In this webinar, you will learn how to coach your salespeople to negotiate their way to success and not bargain away your profits.

During this webinar, you will:
  • Understand the difference between bargaining and negotiation
  • Recognize a critical time to negotiate—during client objections
  • Learn an approach to negotiating that has generated millions in profits

If you want long-term relationships with customers, it is critical that both your salespeople and the customer receive fair value. This requires your salespeople to learn the skills of negotiating for mutual gain.

About Michael Leimbach, Ph.D.

Michael Leimbach, PhD, is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 30 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities. He has managed major research studies in sales, leadership, and organizational effectiveness, and he developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, was Editor-in-Chief for a major professional journal, and serves on the ISO technical committee on Quality Standards for Learning Service Providers. Dr. Leimbach has authored six books, published over 100 professional articles, and is a frequent speaker at national and global conferences.

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With 31 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of Sales and Leadership, as well as e-learning and Strategic Consulting. Mr. Yesford is the contributing author of several books including Win-Win SellingVersatile SellingThe Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, and strategy implementation.


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