Building Immediate Trust and Rapport
This course is not only valuable to sales professionals working in a highly competitive market, but also the buyers with whom they interact. Learn to negotiate, to craft solutions, and reach agreements. Direct application for negotiations both within organizations and between them. Build value rather than cut prices and learn the latest skills of Needs-Analysis to get the YES!
Dr. George Lucas shares with you the four negotiation strategies, when and how to use each one, and exposes the flaws in the most common negotiation tactic of compromise. His guidance will prepare you to capitalize on the 20% of negotiations where you can collaborate, protect you in the 30% that are fully win-lose, and help you move more of the remaining 50% into the optimal win-win category. Whether you’re a business professional, sales representative, homemaker, or entrepreneur, developing negotiation skills will benefit you in every area of life.
- Understand the process and avoid the fear of negotiations
- Understand the four styles of negotiating and when to use them
- Be able to dissect the anatomy of negotiations to use compromise and avoidance to your advantage
- Deploy competitive strategies both offensively and defensively in negotiations
- Mastering collaboration to drive results
- Turn more negotiations into win-win situations
Dr. George Lucas
Educator, Keynote Speaker, Trainer, Consultant, Field Coach, Best-Selling Author
Dr. George Lucas’ primary areas of expertise include negotiation skills, leadership, sales, and business development. He has conducted programs for major organizations across North America, Asia, Europe, Latin America, Africa, and Australia. He received his Bachelor’s degree, MBA, and Ph.D. from the University of Missouri and served in sales positions with American Hospital Supply and Pitney Bowes. As an educator, Dr. Lucas has held faculty positions at both Texas A&M and The University of Memphis.More About George
“George Lucas has been a resource to Orgill Hardware for the past decade. His knowledge and experience have advanced the negotiation skills of our teams on both the merchandising and sales sides of our business.” -Jerry Cardwell, VP, Orgill Hardware
“The training was beyond outstanding, I took so much away from it!” -Al Smith, Military Sales Manager, John Morrell Foodgroup
“You have surpassed my expectations with your presentation, suggestions, follow up and follow through!” – Art Michaels, Director of Sales, Armour Eckrich