SPARTAN NEGOTIATION SYSTEM TRAINING
Are you confident your sellers are equipped with the ABSOLUTE BEST Negotiation...
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- SKILLS?
- METHODOLOGY?
- STRATEGY?
- SYSTEM?
THE 3 PILLARS OF [NEGOTIATION] PERFORMANCE
Spartan Negotiation Training accelerates skill development by leveraging the most powerful improvement training model in history—THE SPARTAN’S 3 PILLARS OF PERFORMANCE. Based on this formula, negotiators are equipped with the SKILLS, METHODOLOGIES & STRATEGIES to avoid unnecessary discounts and prevent unwarranted concessions. The results are more sales, fewer discounts, higher margins, increased profitability, and better buyer-seller relationships.
TOP 3 TRAINING OBJECTIVES
- Master The Iron Triangle of Sales-Side Negotiation—POWER, TACTICS & STRATEGY™
- Recognize and neutralize 21 BUYER TACTICS with 12 SELLER COUNTERTACTICS
- Minimize discounts and concessions with The Spartan Negotiation System™
TOP 10 TRAINING TAKEAWAYS
- Recognize THE 3 PRIMARY SOURCES OF BUYER POWER
- Leverage THE 6 PRIMARY SOURCES OF SELLER POWER
- Build, balance and maintain SELLER POWER
- Avoid THE TOP 5 SALES-SIDE NEGOTIATION MISTAKES
- Recognize and neutralize THE TOP 21 BUYER TACTICS
- Overcome BUYER TACTICS with 12 SELLER COUNTERTACTICS
- Learn to trade, never donate concessions
- Develop comprehensive negotiation strategies with THE NEGOTIATION PLANNER
- Eliminate unnecessary price discounts and unwarranted contract concessions
- Negotiate more sales, with fewer discounts, higher margins & stronger relationships
TARGET AUDIENCE
- Sales Professionals
- Sales Managers
- Sales Enablers
- Sales Executives
- Sales Support
- Procurement
DURATION
- 2-days (Recommended)
- 1-day (Split Optional)
PARTICIPANT TOOLS
- Workbook
- Negotiation Planners
- Book
- Tactics Sheets
REINFORCEMENT
- eLearning
- Podcasts
- Mastery Workshop
- Coaching Tools
- Certification
- Videos
DELIVERY OPTIONS
- Instructor-Led Classroom
- Instructor-Led Virtual
- Train-the-Trainer
SPARTAN NEGOTIATION SYSTEM
- Systems & Success: The 80/20 Rule
- Skill, Methodology & Strategy
- Power. Tactics. Strategy.
[POWER] TACTICS. STRATEGY.
- Buyer Power
- Seller Power
- Build, Balance & Maintain Power
POWER [TACTICS] STRATEGY.
- The Top 21 Buyer Tactics
- The Top 12 Seller Countertactics
- Manage Buyer Tactics with Countertactics
POWER. TACTICS [STRATEGY]
- Sales-Side Negotiation Rules
- Sell First. Negotiate Second.
- Trade. Never Donate Concessions
- 3-Step Concession Strategy
- Spartan Negotiation Planner
