Sales Negotiation Training for Executives
The Disciplined Listening Method of sales negotiation is an innovative approach to help sales professionals integrate non-confrontational interview and interrogation techniques with recognized best practices in sales training and sales research.
Most buyers won’t agree to discuss sales opportunities with you if they don’t have some interest in purchasing what you are offering. Reaching the final agreement will likely have more to do with satisfying buyers’ personal needs than simply convincing them of the value of what you are selling. Buyers may need to feel comfortable that you understand their job, customers, need to impress the executive team, or future goals.
Potential buyers consistently provide clues indicating what their core interests are, what they are willing to invest in, and what their limits are. Accurately observing these clues and integrating this information into your presentation reduces the resistance you must overcome on the road to reaching an agreement.
One approach to identifying a buyer’s needs is to ask them directly. This approach may prove to be more productive when you have a strong relationship with your buyer. Unfortunately, it may spark feelings of distrust if you don’t have a strong relationship.
An Alternative Approach to Sales Training
The Disciplined Listening Method takes an alternative approach.
- First, prepare by anticipating your counterparts’ needs, responses and goals while becoming a conversational expert in your buyers’ industry.
- Second, create a structure for the conversation that will allow you to evaluate your buyers’ responses and determine what their core needs are.
- Third, adapt your approach during the conversation to help your buyers save face, take ownership of the purchasing decision, and view you as a team member – not just a sales person.
The Executive Education Team at WZ has created this innovative approach to help sales professionals overcome this challenge by integrating non-confrontational interview and interrogation techniques with recognized best sales and selling practices and sales research. Our proven approach reduces the amount of resistance sales professionals face while expanding their client base.
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Learn the Disciplined Listening Method from WZ’s team of Certified Forensic Interviewers. Our sales training courses are specifically developed and facilitated for each client to assist with program implementation and increase take-away value. Our commitment begins with our sales training presentation and continues as we support each attendee’s skill development.
Discover the advantage today by contacting WZ’s Executive Education Team at 1-800-222-7789 x150 or by contacting Michael Reddington, CFI, at firstname.lastname@example.org.