©2012 Huthwaite, Inc.www.huthwaite.com

Negotiating Skills Workshop

Based on the most sophisticated negotiating model ever devised, Huthwaite’s Negotiating Skills Workshop program combines a proven behavioral success model with a logical planning process. Using a highly interactive format, this program prepares participants to negotiate the best deal while still satisfying the other party. Based on thousands of hours of observation and research on major sales negotia-tions, this program provides a proven model that will help you plan for win-win results, while being prepared for an opponent playing win-lose.

This program is designed to help you manage the negotiation process by teaching you the importance of the preparation and planning processes salespeople will no longer be drawn unwittingly into negotiations. Negotiating skill sets are introduced incrementally, interspersed with simulated nego-tiations, each followed by a detailed review and feedbacksession to ensure your success.

Negotiating Skills Workshop will provide you the skills necessary to:

• Recognize the difference between selling and negotiating

• Plan negotiations to ensure a ‘win-win’ solution• Differentiate between the styles of persuasion that

the seller may use against you• Plan negotiating strategies that consider bargains,

concessions, and long- and short-term issues• Avoid revenue shortfall or missed quotas

Upon completion of the Negotiating Skills Workshop program, you will be able to:

• Close more negotiations and close them more effectively

• Avoid giving up profits unnecessarily• Avoid common negotiating “win-lose” traps that

can damage profitable relationships• Maximize profits by learning when to negotiate and

when to sell• Consistently make the best deal while still satisfying

the other party• Assure fewer implementation issues and clearer terms

We’re winning deals at highermargins, and have had a banner year!

- Dave Snuttjer, Siemens Building

About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behav-ioral research, our methodolo-gies which include the interna-tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

Negotiating Skills Workshop

The Aberdeen Group’s 2011 research on sales training showed that Huthwaite customers out-performed all other firms surveyed in team attainment of quota, customer renewal rate and lead conversion rate.

Delivery OptionsThis is a two day, participatory program with frequent oppor-tunities to practice the skills and behaviors that lead to sales success.

Here’s how you can take part in our programs:• Attend one of our regularly scheduled public workshops

(includes Integrated Learning Experience)• Have a customized on-site session delivered for your

team (includes Integrated Learning Experience)• Participate in our Train the Trainer program

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, please visit us at www.huthwaite.com.

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more about Huthwaite Dealmaker by visiting us at www.huthwaite.com.

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component