High Profit Negotiating

Few activities have as much impact on sales outcomes - positive or negative - as negotiating. Effective negotiating skills give you the confidence you need to make deals that maximize profits and your income. Yet many salespeople fear negotiating and the wave of negative emotions that come along with it. 

In this breakthrough program, author Mark Hunter, you the tools and mindsets you need to master negotiating. You'll find 40 videos and tutorials that guide you step by step though: 

  • Handling tricks and tactics used by the other party and the way to respond to them effectively
  • What to do when the negotiation stalls for any number of reasons
  • Non-price negotiating strategies and how you can win without lowering your price
  • Avoiding the negotiating pitfalls we find ourselves in too many times
  • Moving the negotiating process forward when the customer wants to go in a different direction or wants to stop
  • Leveraging the other person’s emotions and the way to use them to your advantage
  • Gaining a seat at the table to negotiate when the customer has already planned to go with somebody else
  • Handling price objections in a way that allows you to still have a profitable negotiation
  • Sell first / Negotiate second and the value of understanding when to negotiate
  • Preparing to negotiate to ensure you’re prepared regardless of how the customer reacts
  • Validating what the negotiation is about to ensure both you and the customer are dealing with the same things
  • Trust / Time / Tactics: 3 Ts of Negotiating and how using them effectively can help you from even having to negotiate
  • Building the strategy that allows you to win both in the short-term and long-term with the customer
  • Alternative negotiating strategies and other techniques you can use to avoid having to negotiate at all
  • Developing your position and being able to convey it effectively
  • And so much more . . .

If you find yourself losing to competitors on price, discounting more than you should, feeling "beat up" by prospects, or being held hostage by long-term customers you'll love this program.

 “Mark’s negotiating strategies work!” - Cori Eckley – Vice President, NATCO

Picture of Mark Hunter
FACILITATOR
About Mark Hunter

As a keynote speaker and sales trainer, there is nothing better Mark Hunter enjoys than helping companies and salespeople succeed. Mark is the author of two bestselling books - High-Profit Prospecting & High-Profit Selling. He travels 240 days in the America's and across the globe working with sales professionals and their leaders at companies like Coca-Cola, Sara Lee, and Unilever. You may learn more about Mark at - TheSalesHunter.com.

Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1Course Introduction
  • Topic 2Course Pre-Work: Answer These Questions
  • Topic 3About Mark Hunter
  • Topic 4Intellectual Property Notice

Section 2: Sell First - The Negotiate

  • Topic 1The Four Rules of Negotiating
  • Topic 24 Rules of Negotiation You Must Follow (Worksheet)

Section 3: Dealing with "Quick" Negotiating Tactics

  • Topic 1How to Avoid the "Just GIve Me a Quick Quote" Trap
  • Topic 2Quick Price Syndrome (Worksheet)

Section 4: The Trouble with Giveaways

  • Topic 1Avoiding the Give Away When Negotiating
  • Topic 2Avoiding the Giveaway (Worksheet)

Section 5: Time - Trust - Tactics

  • Topic 1How to Leverage the 3 T's of Negotiating
  • Topic 2The Three Ts of Negotiating (Worksheet)

Section 6: Essentials - Needs - Wants

  • Topic 1How to Define Desired Negotiation Outcomes
  • Topic 2Stakeholder ENW (Worksheet)
  • Topic 3How to Respond When Your Customer Rejects Your Offer
  • Topic 4Offer Rejection (Worksheet)

Section 7: Opening the Negotiation

  • Topic 1How to Set the Opening Position
  • Topic 2Opening the Negotiation (Worksheet)

Section 8: Staying on Track

  • Topic 1How to Keep the Negotiation on Track
  • Topic 2Keep the Negotiation Moving Forward (Worksheet)
  • Topic 3Leveraging and Dealing With Stall Tactics
  • Topic 4Stall Tactics (Worksheet)

Section 9: Closing a Negotiation

  • Topic 1How to Prevent an Open-ended Negotiation
  • Topic 2How to Close a Negotiation (Worksheet)
  • Topic 3Leveraging the Three Option Close
  • Topic 4The Three Option Close (Worksheet)

Section 10: Purchasing Departments & Professional Buyers

  • Topic 1How to Deal with the Purchasing Department
  • Topic 2Negotiating with the Purchasing Department (Worksheet)

Section 11: Dealing with Committees

  • Topic 1Selling to the Committee
  • Topic 2Selling to the ”Committee” (Worksheet)

Section 12: Strategic - Tactical - Operational - Outcome - Performance

  • Topic 1How to Prepare Your Customer for Negotiation
  • Topic 2STOOP Method (Worksheet)

Section 13: Negotiating by Email, Phone, and Voicemail

  • Topic 1How to Manage an Email Negotiation
  • Topic 2Email Negotiating (Worksheet)
  • Topic 3How to Use the Phone and Voicemail in Negotiations
  • Topic 4Phone and Voicemail Negotiation (Worksheet)

Section 14: Contracts

  • Topic 1How to Negotiate After the Deal Has Been Closed
  • Topic 2Negotiating After a Deal Has Been Made (Worksheet)
  • Topic 3How to Negotiate Contract Renewals
  • Topic 4Contract Renewal (Worksheet)

Section 15: Request For Proposal (RFP)

  • Topic 1RFP Negotiating Part One
  • Topic 2RFP Negotiation (Worksheet)
  • Topic 3RFP Negotiating Part Two
  • Topic 4RFP Part Two (Worksheet)

Section 16: Bonus Resources

  • Topic 1Jeb Blount Review of High-Prospect Prospecting
  • Topic 2Why the CRM is a Powerful Sales Tool
  • Topic 3World's Top Six Sales Experts Discuss Prospecting Techniques
  • Topic 4High-Profit Prospecting Book

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