New negotiation skills training helps salespeople protect premium pricing, communicate value and build buying consensus
PLEASANTON, Calif., Feb. 23, 2016 /PRNewswire/ — Corporate Visions, Inc., the leading marketing and sales messaging, content and skills training company, today announced the launch of Capture Value™, an advanced negotiations skills training program designed for the complex, multi-party buying environment. Based on counterintuitive skills and research-backed techniques, this sales training program helps sellers turn their “low-power position” into a negotiating advantage, allowing them to capture more value for their deals.
“Many of today’s skills courses teach reps to try and retake control and match the buyer’s power, but research shows that will actually have a negative outcome, including more no-deals,” said Tim Riesterer, chief strategy officer at Corporate Visions. “However, the same research showed that when sellers are able to use their low-power position creatively, leveraging counterintuitive skills and techniques, they create more value for both themselves and the buyer.”
Capture Value™ was developed in collaboration with Margaret A. Neale, renowned negotiations researcher, co-author of Getting (More of) What You Want, and distinguished professor of management at Stanford Graduate School of Business. The training is designed to specifically help address two major negotiation challenges all B2B salespeople face: 1) Buyers believe they have many alternatives, so how do you become the better alternative? And 2) the multi-party buyer environment creates difficulty, so how do you drive consensus while protecting value and pricing?
Capture Value™ is available in a blended learning model that includes pre-event eLearning for knowledge transfer, classroom application and virtual skills reinforcement designed to accelerate adoption and help salespeople apply the skills in real opportunities. The training program will soon be available as a modular, online course. In addition, companies can track business impact, behavior change and adoption with an after-training behavioral assessment and hard-dollar impact survey conducted by a third-party performance measurement company.[/vc_column_text][/vc_column][/vc_row]