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SPARTAN NEGOTIATION SYSTEM TRAINING

Are you confident your sellers are equipped with the ABSOLUTE BEST Negotiation...

    • SKILLS?
    • METHODOLOGY?
    • STRATEGY?
    • SYSTEM?

THE 3 PILLARS OF [NEGOTIATION] PERFORMANCE

Spartan Negotiation Training accelerates skill development by leveraging the most powerful improvement training model in history—THE SPARTAN’S 3 PILLARS OF PERFORMANCE. Based on this formula, negotiators are equipped with the SKILLS, METHODOLOGIES & STRATEGIES to avoid unnecessary discounts and prevent unwarranted concessions. The results are more sales, fewer discounts, higher margins, increased profitability, and better buyer-seller relationships.

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TOP 3 TRAINING OBJECTIVES

  • Master The Iron Triangle of Sales-Side Negotiation—POWER, TACTICS & STRATEGY™
  • Recognize and neutralize 21 BUYER TACTICS with 12 SELLER COUNTERTACTICS
  • Minimize discounts and concessions with The Spartan Negotiation System™

TOP 10 TRAINING TAKEAWAYS

  • Recognize THE 3 PRIMARY SOURCES OF BUYER POWER
  • Leverage THE 6 PRIMARY SOURCES OF SELLER POWER
  • Build, balance and maintain SELLER POWER
  • Avoid THE TOP 5 SALES-SIDE NEGOTIATION MISTAKES
  • Recognize and neutralize THE TOP 21 BUYER TACTICS
  • Overcome BUYER TACTICS with 12 SELLER COUNTERTACTICS
  • Learn to trade, never donate concessions
  • Develop comprehensive negotiation strategies with THE NEGOTIATION PLANNER
  • Eliminate unnecessary price discounts and unwarranted contract concessions
  • Negotiate more sales, with fewer discounts, higher margins & stronger relationships
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TARGET AUDIENCE

  • Sales Professionals
  • Sales Managers
  • Sales Enablers
  • Sales Executives
  • Sales Support
  • Procurement

DURATION

  • 2-days(Consecutive Recommended)
  • 1-day(Split Optional)

PARTICIPANT TOOLS

  • Workbook
  • Negotiation Planners
  • Book
  • Tactics Sheets

REINFORCEMENT

  • eLearning
  • Podcasts
  • Mastery Workshop
  • Coaching Tools
  • Certification
  • Videos

DELIVERY OPTIONS

  • Instructor-Led Classroom
  • Instructor-Led Virtual
  • Train-the-Trainer

SPARTAN NEGOTIATION SYSTEM

  • Systems & Success: The 80/20 Rule
  • Skill, Methodology & Strategy
  • Power. Tactics. Strategy.

[POWER] TACTICS. STRATEGY.

  • Buyer Power
  • Seller Power
  • Build, Balance & Maintain Power

POWER [TACTICS] STRATEGY.

  • The Top 21 Buyer Tactics
  • The Top 12 Seller Countertactics
  • Manage Buyer Tactics with Countertactics

POWER. TACTICS [STRATEGY]

  • Sales-Side Negotiation Rules
  • Sell First. Negotiate Second.
  • Trade. Never Donate Concessions
  • 3-Step Concession Strategy
  • Spartan Negotiation Planner
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