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 y
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 a globally recognized expert in instructional design and leadership development. As Vice President of Global Research and Development for Wilson Learning Worldwide, he has worked with numerous Global 1000 organizations in Australia, England, Germany, Japan, South Korea, Taiwan, and throughout the United States. Over more than 30 years, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities, published over 100 professional articles, co-authored four books, been Editor-in-Chief for the highly acclaimed ADHR research journal, and is a frequent speaker at national and global conferences. He also serves on the ISO Technical Committee (TC232) on Quality Standards for Learning Service Providers and on the University of Minnesota College of Education and Human Development Dean’s Advisory Board.

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 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, brand, and strategy implementation.

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