Creating and capturing value through sales negotiation
Poor sales negotiation may be costing you as much as 50% of your net profit.
Economic uncertainty has taught customers to push hard on price and terms, and even relatively receptive buyers use aggressive negotiation techniques. For sellers, the impact on average price can be as much as 5%, which in turn can represent up to 50% of net profits.
Yet many companies use generic negotiation training that is based on outdated principles of positional negotiation, and not adapted for the sales environment. Good sales negotiation is based on science, and cannot be separated from the sales process.
Imparta’s 3DNegs programme provides:
3DNegs is designed specifically for salespeople. It equips them to negotiate around the Buying Cycle, uncovering insights at each stage to power their negotiation strategy and drive measured impact.
3DNegs combines positional and interest-based negotiation, and incorporates advanced techniques based on research in Psychology, Strategy and Behavioural Economics.
3DNegs equips your salespeople to retain goodwill and spot opportunities to create value for both parties while defending your margins against price pressure and common procurement tactics and strategies.
After being in this industry for eight years and attending various negotiation training courses. I can honestly say this one has been the most beneficial, powerful, and certainly the most enjoyable.Account Director, Professional Services