Summary:

Many salespeople walk into negotiations with 3^rd parties with an adversarial mindset rather than thinking it will be a win-win situation. The easiest way to create a win-win is to listen to what is important to the 3^rd party and what their customer values. In this session we will review listening techniques, how to not react to outrageous requests, and how to formulate a walk away strategy. This requires sales professionals to know how to have candid conversations and understand how to partner with these tough “clients”.

Key take-aways:

• • Understand how objection handling and negotiating fit together into the overall sales process
  • How to understand what the “clients’ value to better position you when negotiating
  • How to use effective communication skills to close the gap between 3^rd party and client expectations and realistic solutions
  • How to create a “win-win” using Quid Pro Quo
  • How to negotiate/sell value added benefits – rather than dropping price, comps or give- a-ways

RSVP online today for this 60 minute webinar! IACC members maintain free access to all of our webinars and guests are welcome to attend for $70 per person. Please RSVP online and visit the IACC Store to complete payment and finalize your registration. Discounts are available when you register more than one person – you’ll find all the details in the IACC Store.

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Facilitated by – MASTER CONNECTION ASSOCIATES, worldwide leader in hospitality sales training. Having trained thousands globally, MCA combine experience and expertise with real life examples and a proven track record in helping companies and individuals become more profitable, successful and perform at unprecedented levels.