Critical Negotiation^™ Skills

Teaching proper sales negotiation skills early on in the career of a sales rep is a fantastic way to start them on a path to success as well as seasoned sales professionals. The five major negotiation styles that Janek teaches improves the negotiating ability of a new sales person, giving them the confidence and skills to succeed as their career develops.

The foundation of the model focused on trust and value. The model provides a four-step approach for effective negotiations including Prepare, Open, Trade and Conclude.

Successful negotiations are based on mutually beneficial relationships and an adoption of a “both/and” mindset, while rejecting an “either/or” mindset.

Critical Negotiations Skills is designed for sales professionals looking to improve their overall approach to sales negotiation strategy. CNS is also designed for strategic account managers, account executives, and anyone in a client-facing role that needs to successfully handle difficult conversation and tough clients.

The Critical Sales Negotiations training program includes workbooks, tools, and other training materials that can be delivered via print or digital for on-going use. The program itself covers a wide range of topics on every aspect of negotiation skills, including a comprehensive training on the types of negotiation styles a salesperson is sure to encounter, as well as hands-on practice with Janek’s four-step collaborative approach to sales negotiations.

Critical Negotiation Skills provides a field-proven and research-backed approach to sales negotiation strategy. Your sales organization will benefit from enhanced confidence when negotiating with current and potential customers alongside a better understanding of the perspective that buyers have during the sales process; thus preserving margins and selling more so on value.

Engaging in sales training for negotiations adds value in several ways:

• Minimizes conflicts: Well-trained negotiators understand how to avoid disagreements and hostilities that can derail a deal.
• Saves time: Training helps develop time management skills that keep the process moving forward and minimize unproductive delays.
• Fosters relationships: Smooth, amicable negotiations in which all parties are satisfied with the process can set the stage for a long-term relationship that leads to future deals.
• Improves problem-solving skills: In some ways, successful negotiations entail the ability to solve problems for both sides. Training can help develop strategies for resolving issues that sales professionals can apply to other job functions.
• Enhances collaboration: Some negotiations may require several salespeople working together to achieve the desired outcome. A training program can help build team unity that permeates the sales staff and the rest of the organization.
• Helps determine when to move on: Not every negotiation will be successful. Sales negotiation training can assist with identifying the signs that it’s in everyone’s best interests to terminate the process.