Even when salespeople do a fantastic job selling innovative solutions that customers believe provide great value, they are still likely to hear, "I'd like to buy from you, but your price is too high!"

         "Win-Win Negotiating" is a nice idea, but many sales professionals find the concept falls apart when they encounter buyers thinking "win/lose." In Negotiating a Win-Win Sale with a Win-Lose Buyer , sales expert and author Kevin Davis offers a valuable new solution to this dilemma.

         The way to remain ethical and avoid haggling over price is called "NO TRICKS Negotiating." By acknowledging prospects' demands, and then disarming them, salespeople can maintain a quality relationship with customers and achieve mutually beneficial sales agreements.

         In this session, your audience learns Sales Role #6: The Negotiator, which includes:

• The important differences between negotiating and selling
• How to prepare for NO TRICKS Negotiations
• Common ploys used by buyers, and how to handle them
• Common mistakes salespeople make when negotiating - and how to avoid them
• How to conduct a NO TRICKS Negotiation and end up with winners on all sides of the table!

         Participants complete this program with an effective, easy to remember set of negotiating skills, along with an actual plan to use in a negotiation with a specific customer.

         Formats: Keynote, Half-Day Seminar, Full-Day Seminar

          "Your methodology is clear and set out in easy, simple terms. I have found that your approach enhances the understanding and retention of key issues in sales negotiations."

Anthony Mason

National Sales Manager, Siemens Medical Systems of Canada

          "A single contract can be worth as much as $250 million, so negotiation skills are very important to us. That's why we chose Kevin. We've found his ethical, "how to" approach extremely effective at achieving win/win contracts."

Fred Monacelli

Director of Sales, BellSouth Interconnection Services