Never Bargain... But Always Be Prepared to Negotiate - How to Coach Your Sales Team
Date and TimeThu, Jul 24, 2014 at 10AM Pacific / 1PM Eastern
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In this session, you will learn the key to increase your capability of getting your salespeople to negotiate and not bargain, with the goal of improving your top- and bottom-line, and keep long-term customers.
During this webcast, you will:
- Understand the difference between bargaining and negotiation
- Recognize a critical time to negotiate – during client objections
- Learn the basic approach to negotiating
If you want a long-term relationship with a customer, it is critical that both you and the customer receive fair value. If you want this long-term relationship, then you need to learn the skills of negotiation.
About David Yesford
About Michael Leimbach, Ph.D.
Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance 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 serves 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.