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.
Over the past ten years that I have been involved with sales of one form or another, I had never made the connection between understanding the human element, the human dynamic, and the role of human emotion in the buying/ selling process. In my mind, sales had always been about helping people, whether through education or providing a quality professional service.
I find it amazing how naïve we as humans can be; with Sandler I was exposed to a whole new world of what selling can and should be. I had heard the old sayings "People do business with people not companies" and "People do business with people they like or are like them" it never occurred to me that there could be any truth to that, I always gave 110% and did the best I could with the knowledge and tools I had available to me at the time.
Now with the Sandler system, the world of communication just got a whole lot bigger and better. My past practices of "interrogating" people to obtain data needed to complete the project; have turned from tactical to conversational, from aggressive to nurturing. I have begun to find that much less talking and more listening is allowing me to build meaningful business relationships in less time than ever before and adapt to a much wider range of personality types.
I have come to the conclusion that the Sandler Sales Institute has opened the door for me to get out of my own way, and take the required first steps away from middle management and begin climbing the executive ladder of personal and professional success. Now thanks to Sandler my future has never looked or felt so bright.
James Reinhardt