“Price Negotiations: Mastering Price Negotiations for Sales Professionals”
Presented by David Palmer, Ph.D.
A few of the ideas shared: A favorable price is determined by three factors: who knows what, when they know it, and what it means. It is not determined by clever words, logic, or arguments. Prices are set by negotiation, and they can be changed by negotiation. In this CD/MP3 you will learn to recognize negotiation tactics used against you. You must discover and pay close attention to what is going on in the other person’s head, as well as to what is going on in your head. Price negotiations are not determined by the strength of one’s arguments, but by research and a well-prepared sequence of probing questions.
In his career, Dr. Palmer developed and delivered negotiation and management programs for companies including Nike, Hewlett-Packard, and IBM. A Fortune 100 company required his training for all its buyers worldwide. David is a CPA, MBA, and Ph.D., and delivered negotiations workshops worldwide.
Listen to Track #4: “Fewer Arguments, More Questions”
Recorded in studio – 1 hour
“Superstar Sales Presentations: The Inside Secrets”
Presented by Patricia Fripp, CSP, CPAE, 2019 One of the Top Women in Sales
Learn how to create sales conversations and presentations that drive sales and give you a competitive edge over competitors.
A few of the techniques shared: Get your prospects to remember what you say; learn a formula for telling customer success stories; create opening scripting that sets you apart; and discover ways to connect emotionally and intellectually.
Learn the techniques that will make your prospects remember and connect with your message. Learn how to build powerful stories that sell and how to be different and sound different. Recorded in studio – 1 hour.
Listen to Track #4: “Get Prospects to Remember What You Say”
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Additional information
| Format | CD, MP3 |
|---|---|
| Categories | MP3s, Sales |
