INKED is the most comprehensive Sales Negotiation Skills training ever developed for the sales profession. It addresses the reality sellers face in the rapid-fire, real world of the sales-specific negotiation.
Negotiation is an integral part of the sales role. Yet, the vast majority of salespeople still lack strong negotiation skills. For this reason, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.
Because today’s buyers have more power than ever before―more information, more at stake, and more control over the buying process―they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.
In this brutal paradigm, if your sellers fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your company’s growth, profits, and market valuation will suffer
Inked Sales Negotiation Skills training levels the playing field by giving sellers the strategies, tactics, techniques, skills, and human-influence frameworks required to become powerful and effective sales negotiators. Participants learn exactly what they need to know, do, and say to gain more control and more power over the outcomes of deals, and WIN.
Inked Sales Negotiation Skills is a comprehensive course for sales professionals, account managers, customer service professionals responsible negotiating pricing, terms, and conditions with prospects and customers. It is designed to seamlessly integrate into your current sales system and process and is adaptive to B2B, B2C, and sales process complexity and cycle length.
Course length may expand or contract depending on modules covered, and customization for you unique situation.
In-Classroom: One to Two days depending on modules covered and situational case studies and role plays. The in-classroom course is heavy on experiential learning and includes exercises, role-plays, group break-outs, practice cases, and hands-on instructor coaching.
Virtual Classroom: Eight One Hour Live Sessions + One hour of Self Directed Work Weekly
Online Self-Directed: Approximately 16 Hours
Emotional Self-Control and How to Rise Above the Seven Disruptive Emotions
Sales Negotiation Psychology and Leveraging Human Influence Frameworks
Seven Immutable Rules of Sales Negotiation
The One Rule of Sales Negotiation That Must Never Be Broken and How to Become the Vendor of Choice
How to Leverage the Powerful MLP Strategy
Bending Win Probability
The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles
Seven Principles of Effective Sales Negotiation Communication
How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink
How to Deal with the Psychological Games that Buyers Play
Comprehensive Sales Negotiation Planning Strategies and Tools
The training media, educational design, and delivery connect with adult learning preferences and are responsive to multigenerational learning styles. We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.
We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.
Because this training is highly interactive and skills are developed through doing and coaching, it is most effective when delivered in a classroom environment.
REMOTE INSTRUCTOR FACILITATED VIRTUAL CLASSROOM
When your team is spread out geographically or the costs of brining everyone together are too high, remote learning programs are an excellent option. With this option, the course is facilitated by one of our master trainers, once a week, over eight sessions, in a virtual classroom. The live sessions are supplemented with self-directed video based modules, individual exercises, and discussion groups.
ON-DEMAND SELF-DIRECTED VIDEO BASED LEARNING
We offer a comprehensive self-directed, e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).
Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.
WHO SHOULD ATTEND
This course is designed for sales professionals, account managers, customer success professionals, and sales leaders who must negotiate in their regular interactions with prospects and customers.
This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.
WE BUILD THE CURRICULUM AROUND YOUR COMPANY
Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment
At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.
When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.
Long-term behavior change
Significantly higher return on your training investment
Increased sales, fast
Measurable business outcomes you can count on
OUR PROVEN PROCESS
To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.
Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.
Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.
Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.
Operationalize:ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.
Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.