Consultative selling requires an extremely high-level understanding of negotiation. During these types of sales, negotiation is not agreeing on how much of a discount the prospect will get. Instead, it should involve aligning on the value you’re providing the client and what type of investment they are making.
What you get:
- Proprietary negotiation best practices that are scalable and repeatable. No two negotiating scenarios will be the same. That’s why we equip salespeople with tools to use in different situations.
- A strategic negotiation process for consultative selling using the AGREE Model. This model focuses on negotiating to a close in a complex sales environment.
Need negotiation training?Contact Us
- 1 Laufer Group International
- 2 Web MD, Trusted Media Brands
- 3 Outcome Health
“Criteria for Success represents a ‘breakthrough’ technology in the sales coaching world. While presenters usually present a ‘me’ based list of plans, ideas, and prescriptive solutions to sales problems, CFS presents a holistic approach to the sales process. Examining the philosophy underlying the sale, the way to ‘professionalize’ a sales force, and actually training in progressive best practices creates a consultancy unlike any we’ve ever experienced as an organization.”
“I had the very fortunate experience to work with Criteria for Success on a long-term project to turn around our sales organization at WebMD. And based on that success, I hired them to train my new teams at Trusted Media Brands Inc. I would recommend Criteria for Success, and the sales philosophies and techniques that they have perfected, to any consultative sales organization.”
“I have now hired and worked with CFS on engagements at my last three companies. I’m clearly a fan and have seen the power of their programs. At Outcome Health, we initially engaged CFS for a sales acceleration program, but their support extended well beyond the sales team including hosting a cross-functional leadership training and moderating an executive offsite. CFS’s mixed philosophy and mechanics inspires even the most seasoned sellers with new insights and tools.”