SITUATIONAL SALES NEGOTIATION™

Help your team capture the full value of your solutions

by embracing and managing tension in sales negotiations
to maximize deal size and profitability.

Business Challenge Customer Success

Your sales and service professionals are under
intense pressure to sell value, not price, in a complex
business environment. They face increasingly
powerful purchasing organizations, savvy well-trained
buyers, and unprecedented demands to get more
done in less time.
Uncomfortable with the tension this creates, they
negotiate too quickly over price rather than business
value at critical points in the sales cycle, and give
away too much. To succeed in this challenging
environment you sales team must think, plan and act
differently in critical customer negotiations.
E.I. DuPont de Nemours, a $30
billion global leader in materials
and chemicals, faced a challenging
global market. It was increasingly difficult for the
sales team to protect and improve margins in critical
customer price negotiations. Within six months of
introducing Situational Sales Negotiation™,
they had achieved a 68:1
return on investment,
and measured increases
in pricing.

Situational Sales Negotiation™ helps your sales team

negotiate more effectively not just at the end of the
sales process, but from their very first customer
“This sales negotiation methodology has helped our
contact.
sales team develop and execute plans for maintaining—
and in many cases improving—our pricing in a very
challenging business environment. Our investment in
this approach achieved payback extremely quickly, and
will continue to pay dividends into the future.”
--Vice President, Sales Operations

What if you could…

• Reduce excessive discounting and unnecessary
concessions by your sales team?
A 1% INCREASE IN DISCOUNT LEADS TO AN AVERAGE
• Improve your team’s ability to create value
throughout the sales process… and get paid for it? OPERATING MARGIN REDUCTION OF 8.7%
• Arm your sales team with skills and tools to
- McKinsey & Company
harness tension in negotiations …and use it to
create better agreements?

2200 Larkspur Landing Circle | Larkspur, CA 94939 | 1.800.360.SELL (US only) | 1.415.464.4400
www.corporatevisions.com Copyright © 2013 Corporate Visions® Inc. All rights reserved.
If you… HANDS-ON PRACTICE
If you’ve trained your sales team on basic selling Apply your new skills to specific sales
skills and product knowledge, but: negotiations at your in-person event. You’ll
work on deals currently in your pipeline,
• they focus too quickly on price in the sales under expert guidance and peer coaching.
process, and don’t uncover customer needs
effectively… Two-day agenda:
• they still end up selling to the wrong people… DAY 1
• Sales Negotiation Challenges
• they give away too much, too soon in the sales
• Negotiation Simulation: Discovering What Works
process… • The Sales Negotiation Principles
• Managing Tension in Negotiations: SSN Model
Then… • Exercise: Profitable Concession Strategies
You need Situational Sales Negotiation™, a unique • Practice: Self-interest Behaviors
selling skills program that arms your team to think, • Negotiation Tactics and Countermeasures
plan, and behave differently with your customers, and
to negotiate with conviction throughout the sales
DAY 2
process, not just at the close. • Selling and Negotiating: Integrated Process
• Negotiation Simulation: Power of Collaboration
What you gain •
•
Practice: Relationship Behaviors
Identifying Underlying Needs and Low-cost
• Improve the size and profitability of your customer Negotiables
relationships. • Capstone Negotiation Simulation: Uncovering
• Avoid costly discounts and “give aways” that erode Customer Needs
your margins.
JUST IN TIME REINFORCEMENT
• Manage the natural tension in negotiations, and
use it to craft better, more profitable agreements. Situational Sales
Negotiation™ training
What it is doesn’t end when the
workshop is over.
Situational Sales Negotiation™ uses a blended
learning approach to achieve the most effective Your sales team receives ongoing reinforcement and
results. It combines eLearning, in-person coaching coaching using the 100minutes™ process, which
and training, and reinforcement after the event. challenges them in weekly video-based assignments
to apply new negotiation skills to current sales
situations.
KNOWLEDGE TRANSFER
ROI ASSESSMENT
90-days after-training
eLearning Course assessment to track
Provides a pre-event adoption, behavior change
knowledge transfer and business impact in
of the skills you’ll be
partnership with Beyond
putting into practice.
ROI, a leading training
performance measurement
company.

2200 Larkspur Landing Circle | Larkspur, CA 94939 | 1.800.360.SELL (US only) | 1.415.464.4400
www.corporatevisions.com Copyright © 2013 Corporate Visions® Inc. All rights reserved.