Come together with other Sales Professionals to experience growth and development, while connecting through best practices and sharing challenges. The SBX Sales CNNX Champion will guide conversations and provide feedback that surrounds prospecting efforts, pipeline generation, building and maintaining key accounts, and more – all to assist in achieving your performance goals.
This month’s topic: SALES NEGOTIATION
Facilitated by: Gord Smith, BBA, MBA, Founder and Managing Partner, ALTA Consulting
DATE: Tuesday, September 1st, 2020 3:00pm – 4:30pm
Dealing with purchasing. Buyers icing you with manipulative tactics. Tricky objections. Trying to focus the discussion on value versus price.
Nothing about sales negotiation is easy, and it often ends with you accepting a deal at unfavorable terms, losing at the last minute when the deal falls apart, or losing to competition when you shouldn’t have.
If you want to avoid these challenges, and win sales at favorable terms and pricing, you need a proven framework for negotiation success.
Gord Smith shares the 6 Essential Rules of Sales Negotiation, the same framework RAIN Group uses to help its clients navigate all types and sizes of negotiation conversations.
- How to move discussions away from price and towards value
- Why you shouldn’t check your emotions at the door
- The most powerful negotiation tool in any seller’s arsenal
- The secret to anticipating 90% or more of what you might face in a negotiation
- The one question you shouldn’t ask in sales negotiations
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FREE registration to SBX Members with member code.
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Facilitators & Presenters:
Gord Smith, BBA, MBA, Founder and Managing Partner, ALTA Consulting
Gord Smith is a seasoned sales and marketing leader having worked with a number of leading technology and service firms such as Deloitte, Ideaca, SAP, Hitachi, Siebel Systems and NCR.
As a passionate lifelong learner and believer of constant reinvention, Gord brings his broad range of global leadership experience to his clients. Recognized for his expertise in Sales Performance, Marketing, Leadership Development, Training, Product Development and Management Consulting, Gord will skillfully work in partnership with you to help maximize growth and drive revenue through your organization.
Thriving on a challenge, Gord has always jumped at opportunities to move outside his comfort zone. He is driven by his 3 personal pillars – learn something new, have fun, make money. He has collaborated on many start-ups as well as run several of his own businesses. He is passionate about growing companies. Your success is his goal, mission and reward!
As Canadian Practice Director for RAIN Group, Gord has worked with dozens of North American organizations to train and empower their sales teams to unleash their sales potential and drive revenue. Gord is also the Founder of ALTA Consulting, a boutique management consulting firm that helps companies engineer more revenue. Using the Scaling Up methodology, ALTA specializes in working with small to mid size organizations that are looking to grow rapidly and profitably. Gord graduated from Wilfrid Laurier University with a Bachelor of Business Administration and holds a MBA in Strategic Planning from the University of Windsor. In keeping with his passion for learning, Gord also teaches in the graduate program in marketing at Seneca College.
Thank you to our sponsor for this session: