Sales Negotiation Training & Consulting

How to effectively negotiate win-win agreements.

“LSA Global’s sales negotiation training and consulting provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their team understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received, and would highly recommend LSA to others looking to improve their sales negotiations results.”

Jeff Bizzack | President | ServiceSource

“What I liked best was the 100% focus on live sales negotiation opportunities. We put over 100 negotiations through the process and had immediate impact. Furthermore, using the blended approach of technology and live consulting, we achieved these results with our sales team only being out of the field one day.”

Monte Roy | Senior Vice President of Sales | Information Builder

“I have learned to not just roll over and cave in to demands. To listen to what our clients have to say and identify what they really need vs. what they say they need, and negotiate an appropriate value.”

Business Development Manager | Western Region | Technology

“We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts. Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships. LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.”

Vivian Mackintosh | Vice President of Materiel | Space Systems Loral, Inc.

  • Are you giving price concessions in order to win business?
  • Would you like to increase margins and revenue?
  • Is it important to increase win-rates in competitive situations?
  • Are your sales cycles too long?
  • Do you have unbalanced relationships with your customers?

Unless you can answer “yes” to all the questions above, our Sales Negotiation Training is for you.

Description:
Sales Negotiation Training provides the principles and techniques required for building long-term and mutually beneficial client relationships while simultaneously meeting aggressive sales revenue and margin targets. This proven Sales Negotiation Training helps you to prepare for, understand, and conduct sales negotiations across a range of different and difficult situations while preserving credibility, providing the best solutions, and protecting margins.

Sales Negotiation Training enables those professionals who meet with clients face-to-face to consider sales negotiating–not as a stumbling block–but as a good opening for success. During the intensive two-day sales negotiation workshop each participant views a current sales negotiation opportunity from the perspective of the customer’s decision process and to practice both procedural and contractual negotiations. The interactive design includes negotiation skill application, group exercises, role plays, video-based instruction, modeling, negotiation planning, and negotiation coaching.

Outcomes and Benefits:
Sales teams that have learned how to effectively implement the Sales Negotiation Training typically achieve:

  • Less need to discount the price in order to win deals
  • Improved revenue and margins
  • Increased wins over the competition
  • Reduced sales cycles
  • Strengthened customer relationships based not on price, but on value
  • Greater credibility and status during the decision-making process

Target Audience:
This proven sales negotiation program is specifically designed for sales, support and service professionals, managers and executives for whom long-term success is dependent on long-term relationships.

Online Options:
We offer targeted elearning negotiation services online to be used in conjunction with our other sales negotiation products and services at various phases.

  • Web Based ROI
    This online tool provides web-based management of your entire sales negotiation initiative from communicating your negotiation strategy, to managing the ongoing implementation of the negotiations process, measuring outcomes and – for the first time ever – providing your firm with a database of key negotiating variables. This tool automates negotiation knowledge management and accelerates organizational adoption of Strategic Negotiation best practices.
  • Web Based Training
    This online negotiations course provides the instructor-led Strategic Negotiation content in a module-based web offering. It allows individuals to work through the online negotiations workshop at their own pace, as well as provides testing on the concepts and process. This allows those unable to attend a negotiation workshop in person to transition from their intuitive negotiation method to blueprinting a negotiation using the Strategic Negotiation Process.
  • Web Based Reinforcement
    This online negotiations course provides reinforcement of the Strategic Negotiation Process for blueprinting a negotiation for individuals who have already attended an instructor-led negotiations workshop or completed the full online negotiations version. Individuals can work through the negotiation modules at their convenience and then complete their work with a final exam.

We pride ourselves on measuring and quantifying the impact of training and development. In addition to our standard sales negotiation training and coaching satisfaction metrics, LSA offers additional (pre-workshop) training assessment and (post-workshop) training measurement options in support of our core belief in the transfer of training and the required impact on the business through increased revenue, decreased costs and/or increased productivity.

To speak with an LSA Expert and learn about sales negotiation training program customization and delivery options onsite at your company, please contact us.

Related Information

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed. The custom strategy and design session exceeded my expectations. They really understood our business and turned around the project within a tight timeframe. LSA’s consultants were the best I have seen for this type of project. LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent. I would recommend LSA to anyone looking to take their plans and execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team.

Phil Rosenberg
Senior Vice President of Sales

sonycomputer-large

LSA custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time by recommending ‘best in class’ vendors to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile. They truly understand the meaning of customer delight.

Amy Walker
Manager

Seagate

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs. They met my high expectations and were very responsive to my specific objectives.

Olivia Flach
Americas Retail Sales

Sandisk

The reception for the solution selling training, sales coaching, and implementation plan has been so positive that the entire sales management team has been re-energized and challenged to step up their leadership for both application and impact. The facilitator is a great fit and a true pro regarding the content and her ability to make it relevant to the sales force.

Fortune 500 Financial Services Company
Senior Program Manager, Learning & Development

We value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create an equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training and I would recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training and reinforcement made all the difference.  The pilot program in EMEA was a big success and the solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.  I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

vmware-large-gray

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

Plato-large-gray

We selected LSA over a handful of other experts to assist with a key sales imperative. LSA added value every step of the way throughout the entire sales, design, implementation, and follow-up process. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries. LSA’s unique approach is an added game changer, and I recommend them to anyone looking to get high quality results.”

Eric Mugele
Executive Director Global Learning

Grant Thornton

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