03 Apr Sales Sprints 2018: Get in the Game – Negotiating for Impact!
This month’s Webinar: Get in the Game – Negotiating for Impact! 4-20-18
Develop win-win negotiation plans that produce higher margins, profitability and customer satisfaction. Those who earn more in sales are not necessarily better sales people, they are just better negotiators. Successful negotiation is much like playing a game. If you know and follow the rules, chances are everyone will come out ahead. In this session, you will apply negotiation strategies that, if applied, will immediately transfer to increased profits for you and your company, as well as increased customer satisfaction.
In This Session:
- Utilize collaboration to produce win/win outcomes
- Plan for successful negotiations. (All attendees receive Negotiating for Impact Planner)
- Improve profitability of negotiations while increasing customer satisfaction.
- Recognize and overcome buyer tactics.
- Learn your negotiation style and when and how to use it.
- Utilize Negotiation Preferences and appeal to the Negotiation Approaches of each contact
- Make Productive Concessions that earn you and the customer more
Highlights of Each Forum:
- Focused on a specific consultative selling topic and insights
- Learn key insights from certified CSC Coaches and CSC graduates
- Come with questions and leave with answers to drive your sales forward
- Open sessions for sharing ideas – insights from coaches and peers
- One hour in length
- Hosted by CSC Certified Coaches
- Held the third Thursday of each month beginning February 15, 2018
- 10:30AM-11:30AM Mountain
Subscription to Consultative Sales Sprints: No cost for SA members. $299./per year for yet to be members. Includes 12 forums – approximately one per month. Join as often as you like! Complimentary for CSC grads. Go to Salesassociation.org. Register for the webinar series, continue check out and enter promo code CSC2018.
Consultative Sales Sprints – Topics of Discussion (Subject to Change)
Topic |
Date |
| Consultative Selling Real Time – What Does it Mean Today? | 3-15-18 |
| Get in the Game – Negotiating for Impact | 4-20-18 |
| What’s the Problem with Objections? Part One – Getting Beyond Stalls and Resistance | 5-17-18 |
| What’s the Problem with Objections? Part Two – Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions | 6-21-18 |
| It Takes All Kinds – What is the Fluff About Soft Selling Skills? | 7-19-18 |
| Service From the Inside Out – Tap Into the Full Strength of Your Team | 8-16-18 |
| Expanding Your Business- Make Contacts Count to Maximize Sales Efficiency | 9-20-18 |
| Communicating with Style | 10-18-18 |
| Convincer Strategies – Gain More Commitments with Advanced Sales Psychology and Persuasion | 11-15-18 |
| What’s Getting in Your Way of Gaining Commitments? | 12-20-18 |
| Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 1-17-19 |
About Your Facilitators
Consultative Sales Sprints are led Certified Consultative Sales Coaches. The forums begin with a presentation of the topic of focus followed by opportunity for discussion and coaching around real sales issues.
Marcia Gauger is the Chief Learning Officer (CLO) and founder of Impact Sales Training, LLC. Marcia is co-developer of the Sales Association’s Consultative Sales Certification (CSC) program, which is nationally accredited for producing sales performance and results.
Marcia’s background includes close to three decades of sales and sales management, coaching, and training experience. Marcia has worked with thousands of individuals worldwide in classroom and virtual settings. Marcia is dedicated to helping others achieve their full performance potential and contribute to the results of their organizations. She has authored hundreds of proprietary training programs and holds several copyrights and trademarks.
She is a resident of Wisconsin and holds degrees in Communication and Marketing from the University of Wisconsin-Whitewater and a degree in Adult Education from St. Francis Xavier University in Nova Scotia.
Tom D’Agostino is the Chief Consultative Sales officer for the Consultative Sales Academy and is a Master Coach (CSCC) of the Consultative Sales Certification (CSC) program. Tom brings over 35 years of insights into his coaching practice. Tom has extensive experience working with leaders and sales team members in several industries and specializes in logistics companies and technology. Tom builds close relationships with his coaching clients bringing practical insights and encouraging them to learn and grow.