AA-ISP Training Tuesday: Negotiating with Stakeholders

Author: Jeanette Nyden
Posted: March 8th, 2016
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Overview

AA-ISP Training Tuesday: Negotiating with Stakeholders - Help your clients turn a no into a definite yes

Did you know that the buyer has to advocate for your company to the other stakeholders involved in the buying process? Are you giving the buyer the ammunition they need to seal the deal for you product or service? Buying by committee. That is the new reality. Gone are the days when you sold to and negotiated with one person—the decision maker. Sales leaders, you must help prepare your sales teams to anticipate and shoot down the “status quo no”.

WHO SHOULD ATTEND?
If your team sells to “committees”, you must attend this session. This fast-paced Training Tuesday will give sales leaders an overview into a quick and effective stakeholder analysis process that you can use with their team to identify and address the “status quo no” all buyers face. As an added bonus, everyone who attends will get a copy of three worksheets: Stakeholder Analysis, Influencer Matrix, and the 7 Deadly Status Quo No’s.

ABOUT OUR SPEAKER
Jeanette Nyden empowers sales, purchasing, and contracting professionals to maximize key customer relationships by providing tactical, customized contract negotiation coaching from the planning phase through to execution. Ms. Nyden is a recognized expert in the field having authored and co-authored several books including Getting to We: Negotiating Agreements for Highly Collaborative Relationships, and New Rules for Negotiating: A Manual for Sales Professionals.

PLEASE NOTE:
AA-ISP Training Tuesday is a 30-min session for AA-ISP Members only and recurs every 2nd Tuesday at 1pm ET.

Feel free to contact us with any questions and to share your thoughts at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Categories

Leadership, Frontline Reps, Closing Techniques, Objection Handling, Coaching, Sales Process, Sales Tips, Sales Tools, Sales Training

Keywords

Influencers, Status Quo No, Communication, Talent, Productivity, Leadership, Compensation, Sales Models, Metrics, Performance, Hiring, Vision, Mission, Techniques, Pitches, Scripts, Sales Skills, Closing, Research, Objections, E-mail, Voice mail, Assume for Sale, Handling Objections, Consistency, Confidence, Relationship, Trust, Follow ups, Problem solving, Identifying, Overcoming, Crushing, Demonstrations, Guidance, Benchmarks, Role playing, Examples, Organization, Questions, Opening, Tricks, Pipelines, Measurements, Programs, Technology, Classes, Learning, Mobile, Role play, Guidelines, Shadowing, Tools, Information, Effectiveness, Time Investment, Ongoing Training, Ride alongs

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