Training & Events

The Art of Negotiating - Bite Size session

The Art of Negotiation
Today our customers have more access to information and are more knowledgeable than ever. Further, their ability to compare our products or services can be done with the click of a button. Once we are past the initial presentation stages of a sales process we are often led to the next stage which can be the most challenging. In larger organizations this is a buying group or procurement department. To reach successful outcomes with buyers, sales pro’s must now be master negotiators.

This is a two-hour interactive session from which a complete overview will be provided.
The session is broken out into 15 minute segments with a 15-minute break after the first hour.


A) Negotiation checklist
B) Using your first offer as your anchor
C) The importance of positioning from strength & value
D) How to ensure the intellectual property involved is key value
E) Tactics for challenging negotiations
F) Don’t become a commodity or just another supplier!
G) Partnering with procurement – Yes it is possible, in fact, critical
H) Marketing yourself and organization – what is your differentiator and value?

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