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, both your salespeople and the customer must receive fair value. This requires your salespeople to learn the skills of negotiating for mutual gain.

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Corporation. With more than 40 years in the field, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also 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, is Editor-in-Chief for a major professional journal, and has served on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.

David Yesford is President of Wilson Learning Corporation. With more than 39 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 Selling, Versatile Selling, The 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.