Negotiation
Why is negotiating a vital skill for business success? Because everyone negotiates. Business owners negotiate projects, projections and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments and performance incentives with their sales teams. Salespeople negotiate price, terms and purchase incentives with savvy buyers who are always looking for a better deal.
Sandler's sales, management and negotiation training prepares business executives to confidently enter negotiations and understand the other person’s point of view, skillfully control the situation and effectively orchestrate win-win outcomes.
"Gents,
I have asked all of you to give Larry's teaching a real test and use it to develop your business. Some of you are trying parts and pieces which is a good start and appreciated, but here is a success story that proves if you use it and stick to the system your odds of success skyrocket. Over the past 4 1/2 months I have had the pleasure of watching one of our guys commit to Larry's system and then use it on a 'suspect' account. The following is the result:
Just received a call from a very pumped up Jonathan Holt, who used what we are learning with Larry to: cold call, set an up front contract, get an executive briefing, qualify, find pain and drive it down, discuss the budget, get a commitment to the business, then price and fulfill 2 test homes.
Incidentally: During fulfillment, we had a "product mistake" on one of the houses which allowed Inside sales and shipping to work together to get it corrected quickly. The teamwork thoroughly impressed the owners and frame crew. (as I recall part of the pain issue with Hope was slow response with problems)
The $$$ Payoff:
Serrano awarded Jonathan and BMC the entire "Joey" line of homes and half of the Serrano Customs with the opportunity to take all the Serrano Customs in the future. We took this account from Hope, who happened to be doing a "fairly" good job according to Mark, one of the owners. Jonathan dug a little deeper on the "fairly" comment and found the pain, which led to his opportunity. Serrano is on track to build 30 Joey Homes and 20 Serrano Customs. You did a great job Jonathan!!!"
Benton Reed, BMC West