How to Sell Without Discounting
3.8 (5 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
14 students enrolled

How to Sell Without Discounting

This course builds confidence in B2B sales professionals in order to close more sales without sacrificing profits.
3.8 (5 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
14 students enrolled
Last updated 7/2017
English
English [Auto-generated]
Current price: $34.99 Original price: $49.99 Discount: 30% off
5 hours left at this price!
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This course includes
  • 2 hours on-demand video
  • 2 articles
  • 2 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Discover the 6 common negotiation strategies.
  • Discover how to create a win-win outcome.
  • Explore how to get a buyer to easily share concerns with their current vendor.
  • Discover how to create a position of power when asking for a discount.
  • Recognize the buyers/sellers perspective.
  • Recognize the difference between handling a sales objection and negotiating.
Requirements
  • No advanced preparation or prerequisites are needed for this course.
Description

The purpose of this training is to build confidence in business to business (B2B) sales professionals in order to close more sales without sacrificing profits.

We begin by exploring the fundamentals of how to negotiate for an outcome that is favorable to the buyer as well as the business. Building value and learning how to have a business conversation around that value is a key learning skill set. We explain what questions to ask to unseat a current vendor/competitor, how to position value, how to understand 6 common negotiation strategies used and how to avoid discounting. 

This course improves a salesperson's closing opportunities by revealing the key information needed before a proposal is created and presented.

Who this course is for:
  • Anyone interested in Sales, Marketing, or related fields.
  • Anyone interested in Personal Development.
Course content
Expand all 9 lectures 01:58:54
+ Introduction
7 lectures 01:58:51
When to Negotiate
10:42
Power Position
10:41
Popular Negotiation Tactics and Conclusion
15:11
How to Negotiate Without Discounting Continuous Play
59:24
+ Supporting Materials
2 lectures 00:03
Slides: How to Negotiate Without Discounting
00:01
How to Negotiate Without Discounting Glossary/Index
00:01
+ REVIEW AND TEST
0 lectures 00:00

Review Questions: How to Negotiate Without Discounting

REVIEW QUESTIONS
3 questions

Final Exam: How to Negotiate Without Discounting

FINAL EXAM
5 questions