Negotiating with the Savvy Buyer February 25, 2011

Fri, Feb 25, 8:30 - 4:00

Stop Giving Profits Away and Negotiate with Integrity!

You've worked for months to get this deal. It's critical to close it soon to meet your quota. But 3 days before the deal was supposed to close, your "champion" at the customer is telling you that management is demanding a 10% discount, additional services for free and delayed payment terms. How did you get here and what should you do now???

Most corporate buyers, high level managers and business owners have either received extensive negotiating training or simply have more experience at negotiating than the vast majority of salespeople that call on them. And they've been employing these skills at a greater frequency and sophistication in this latest economic recession. The playing field isn't level and giving your savvy buyer "the benefit of the doubt" is a sure way to be manipulated later...

Attend this advanced seminar and learn:

* 10 Negotiating techniques savvy buyers use and how expert salespeople deal with them
* Pre-negotiating tactics for salespeople to strengthen their position in the negotiation later
* Identifying the buyers who will deal vs the interested prospect that will never buy
* Customize your own information gathering process
* How to Evaluate your Buyer
* Learn the Negotiating Paradox and Response Continuum for effective negotiations
* Why your mental state impacts your ability to negotiate and how to change it
* Subliminal cues, "tells" and other techniques savvy buyers use against you
* Specific questioning techniques to control the conversation and uncover the truth
* Increase your leverage and create a winning proposal

Training materials and workbooks are provided. Register now for this one time only seminar conducted by expert salespeople (http://www.chipdoyle.sandler.com/content/show/11480) from Sandler Training with offices in San Francisco and the East Bay.

Official Website: http://www.chipdoyle.sandler.com/eventcalendar/?month=02&year=2011&date=1298617200#DayAnchor