You don’t have to lower your price to win!

Are your sales people giving away your profit margin unnecessarily? Absolutely! Why? Because many sales people believe that cutting their price is necessary in order to win. While this may be true in some cases, it is rarely required with the frequency and to the degree with which it is done. The problem facing your organization may not be competitive pressure, rather unprepared sales people.

Let's face it, the end of the sales process often involves  a negotiation between the buyer and seller. Unfortunately, few sales people  have the skills needed to manage this negotiation. You may have seen evidence of this already. Sales people all too eager to cut the price by a "few dollars,” fumbling to handle even the most common objections, even alienating their prospects at this critical point in the sales process.

The AXIOM SFD workshop module on Negotiating and Handling Objections changes this by arming your people with a process that will allow them to effectively handle ANY objection they ever face. By providing your people with a logical business process for addressing their prospect's concerns, they are able to close more sales at higher margins. And because this one process works with any objection, they are afforded the opportunity for consistent practice, the key to developing superior sales knowledge and skills.

This workshop includes:

• Uncovering “hidden” objections  
• Understanding the difference between objections and conditions  
• Negotiating from a position of strength  
• Identifying prospects that are simply trying to negotiate a better deal  
• Avoiding the trap of “throwing the company under the bus” when facing service concerns  
• Avoiding “positional” negotiation and the damage it can do to the relationship  
• Creating an environment of cooperation  
• Determining precisely what must be done (from the buyer’s perspective) to remove an issue  
• Methods and tactics to move the discussion away from price  
• Identifying the minimum price adjustment needed to win