It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story.
Before you invest your training dollars into negotiating skills training for your sales team, you might like to think about investing it into influencing skills training instead.
Why? The ability to positively influence prospects or clients towards your brand and product offering – more so than negotiation – is what is needed in today’s market.
Products/solutions are often quite clearly defined and a salesperson’s ability to negotiate price and … read more by subscribing.
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