[ Sales Productivity ]


Full-day | On-site Course:

Negotiating Skills covers the what, when and why of negotiating. This highly participative seminar emphasizes role play technique to immediately put into action principles covered during the seminar. Salespeople will gain confidence and better understand when, why and how to negotiate. Topics covered include:

  • Criteria for Successful Negotiations

  • Negotiating Styles

  • The Key Elements of a Negotiation

  • The Six Most Powerful Negotiating Tactics

  • The Absolute Impact of Time, Information and Power in a Negotiation

  • Strategies to Increase Power in a Negotiation

  • Strategies for Making Concessions

  • How to Negotiate on the Phone

  • How to Prepare for a Negotiation

  • Building a Negotiating Planner

  • How to Buy a Car/House/Refrigerator (The fun part)


Participants Will Learn:

  • How to gain power without harming the relationship

  • How to take control of the negotiation

  • How to improve results personally and professionally

Negotiating Skills is appropriate for all levels of sellers. The principles covered in this session are effective in personal and professional negotiations. During the session, each participant will use one of their existing accounts to build a negotiating planner. This planner will be put into use immediately following the session. The planner provides the AE and management with a consistent feedback on the negotiation progress.



Kennen Williams | President, Noll & Associates

Kennen Williams has been the President of Noll & Associates since 1992. Prior to forming the company, he worked in the broadcasting industry for more than 20 years. He has held positions with Group W Broadcasting, Turner Broadcasting and Park Broadcasting. Since forming Noll & Associates in 1992, Kennen has specialized in Partnership Marketing Consulting, Media Sales Training and Sales Management Consulting. He has worked with more than 50 broadcast, cable and internet companies and has more than 18 years experience in the consulting field.