90 DAY NEGOTIATION INTENSIVE FOR SALES

This course is offered to groups of up to 24 salespeople and only two groups will be engaged per quarter. Fourth quarter begins in September /October.

The “90 DAY NEGOTIATION INTENSIVE FOR SALES” is the most comprehensive, all-encompassing sales negotiation program ever offered! Designed exclusively for the sales professional, this program is the result of sales training delivered throughout America, Canada, Europe, the Middle East, and Asia over several years.

In highly competitive markets, salespeople need to develop the ability to step back, refocus, and understand their role and potential in the marketplace in a new light.

Bob Gibson has helped thousands of sales people worldwide enhance their negotiating performance. The “90 DAY NEGOTIATION INTENSIVE FOR SALES” incorporates Bob’s vast expertise and insight into a program that uses instruction, role-playing, hands-on exercises, and unparalleled follow-up and support to teach the most critical negotiating skills in the sales profession.

There are several reasons for the “90 DAY NEGOTIATION INTENSIVE FOR SALES” effectiveness...

Most training today doesn’t work - for several reasons: because learning takes time, because to be effective it has to include follow-up and reinforcement, and because you learn by doing. Here’s how the “90 DAY NEGOTIATION INTENSIVE FOR SALES” effectively addresses those issues:

• The format - it is an ongoing experience... with the finest follow-up and support ever designed for the Sales Professional
• The program begins with interviews with top executives and/or sales managers to assure the sessions are “on target” for your group.
• Before the training begins, participants are emailed articles for reading, and pre-session homework to prepare them for the training.
• The formal part of the program begins with a two-day, in-depth, hands-on customized training in sales negotiating. The sessions are entertaining, but make no mistake - this is a “roll your sleeves up/do the hard work/be prepared to make some changes” experience.

An important part of this session is Bob meeting with the sales managers of the participants. This meeting will cover techniques, actions, etc. for the sales managers to execute during the “in the field time” to:

b) Give the managers the skills they need to assure that during and after the program, the learning and behavior continues.

This is followed by 30/45 days in the field session, during which salespeople keep logs of their negotiation, analyze their strengths and weaknesses, and have opportunities to practice and become adapt at planning.

In addition they will:

1) Have access to Bob Gibson via e-mail for questions, advice, etc.
2) Listen to telecasts designed exclusively for their sales force reinforcing the concepts covered in the training
3) Have books and audio cd’s/mp3files (good for windshield time) to reinforce the training

The 30/45 day “in the field” session is followed by more live follow-up sessions for review, discussion, more practice, and deep tissue work.

• Full time availability by e-mail for help in implementation.

• It is customized... Because the Intensive begins with interviews to assure relevance for your sales group, Bob’s sessions are not only entertaining and informative, but include negotiation exercises taken from real life situations - your real life situations!

• It utilizes a multi-faceted approach... Your people will hear the tactics; they will see the tactics, they will practice the tactics, and they will internalize the tactics.

In this program, your sales team will learn:

• Tactics & strategies... understanding and techniques to negotiate for profit, while maintaining relationships. Through two decades in sales, management and teaching sales people all over the world, Bob has become familiar with every tactic used by buyers. He’s identified the most effective, the ones used on your salespeople day-in & day-out, and he’ll teach your salespeople exactly how to respond to them.

• Moments of Truth… Every sales negotiation hinges on “Moments of Truth”. They’re the turning points in a negotiation, they often determine the profitability of a deal, and most salespeople aren’t tuned in to them. Once they become aware of them, and know what to do about them – everything can change!

• All about Power... This is the real game. Either your salesperson or the buyer is going to be the alpha player, and your salesperson better understand and be comfortable with power: where it comes from, how to get more of it, and most important - how to successfully confront and overcome your buyer’s power.

• Positioning... A powerful concept – and the key distinguishing gem that separates this work from others in the market. This is the key to salespeople negotiating effectively while maintaining relationships and integrity in the process. Salespeople learn the concept of positioning and how to position their products and services, the company and themselves for maximum results.

• Formula for Success... A proven process that works wonders in a sales negotiation. It heads off trouble before it starts, and it puts your salespeople in charge of a meeting. It’s a simple, but profoundly effective tool.

• Negotiation Style... A study of the different negotiating styles. Each participant will discover their dominant negotiating style, how that relates to them in the sales process, how to ascertain the style of the buyer, and how to utilize this information for maximum results.

• Planning... The STREET-SMART SALES NEGOTIATION PLANNER Customized to your situation in the prework sessions, the planner teaches a sales person how to plan - really plan before a negotiation. The planner guides them through the minefield of negotiation. It helps them avoid mistakes, and most importantly - it shapes the way they think. They will reach a point where they will never be ambushed again. In addition, this is a wonderful management tool.

• Horse Trading Wisdom... Some thoughts from Bob’s dad and Bob’s years in business that that keep you on track, and prevent the mistakes you regret for years afterward.

In summary, the “90 DAY NEGOTIATION INTENSIVE FOR SALES” is the most comprehensive approach to teaching salespeople the art of negotiation ever developed.

I’ll admit, the “90 DAY NEGOTIATION INTENSIVE FOR SALES” takes a greater investment of time, effort, and dollars – but it works! If we could find a quick, easy way to alter the behavior of salespeople – we’d do it. The truth is, it’s hard work, and there’s no easy way.

Consider this your personal invitation to give your sales team the
“90 DAY NEGOTIATION INTENSIVE FOR SALES” as a gift of skill development, knowledge, confidence, and of the best tools available for the sales professional today.

As a leader in your company, it’s the best investment you can make.

Give us a call at 800-572-8005