Nothing Stops Me: Sales Success from Adversity
Nothing Stops Me is dedicated to all of those in sales who took a road less traveled. This group, who joined the world of sales, did so to make a difference. They have this need to help others while finding their place in the world. They are an unusual group, because they pull everyone along with them. They do things others will not. They invest in themselves with great sales books and self-improvement programs. They praise great work when they see it. They mentor. They will rip the shirt right off their back, if it means someone else gets a fair shake. They break new ground because nobody is looking there. They lift those behind them. They honour those whose shoulders they stand upon. They see sales as a noble craft. This book is dedicated to those in sales who took the road less traveled. These sales professionals embrace positive risk to turn adversity into rocket fuel. Their mindset is? "Nothing Stops Me."
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Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
The Bonus Round: Corporate Sales Lessons & Strategy
The corporate sales world is a fascinating place. It is big, bold, challenging, mind-bending and one of the most fun environments to sell in of all. The reason the corporate sales world is different is because it attracts the brightest minds from all age groups. Think of corporate sellers as elite athletes because all of the same practice, focus, persistence, resilience and professional conduct: mirror major sports. Only the best in corporate sales get to raise the trophies and huge bonus payouts.
Business Negotiation Program
This course is designed to bring structure to negotiations in a way that alerts the buyer/seller to be aware of her/his options no matter how large or small the transaction. The Centroid Negotiation system is hard skills based and process driven. It acknowledges negotiation soft skills in a variety of workshop exercises and bargaining scenarios. This program is customized to the requirements of its participant’s top needs to help reduce risk, maintain relationships and close smart, wise deals that stand the test of time.
The Centroid system focuses on providing participants with a road map and plan to manage negotiations so improvement can be found in either revenue or profitability. Its other objective is to bring greater awareness of the need for preparedness, time usage, cost- modeling to create a sense of fulfillment for buyer and seller. All skill sets are designed to be implemented immediately for quick ROI.
- Data & Intelligence Collection
- Mini S.W.O.T.
- Dollar cost modeling
- Bargaining Continuum/ZOPA
- Plan, Proposal & The Deal
- Tactics & Strategies
- Bargaining Chips
- The Presentation
- Closing Smart Deals!
- Post Mortem
Typically Full Day, Half Day, or Lunch & Learn. Customized duration is also available.
Deep workbook, Wallet Tip Card and Framed Certificate of Completion
Who Should Attend
Sales or Procurement professionals from all business categories who negotiate as an essential part of their on-going business activities.