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Wendrickx & Partners - Collaborative Sales Negotiation

"The Ability to Sell Value and Avoid Discounting"

  • 17% rated themselves as either poor or dismal
  • 60% rated themselves as either average, poor or dismal


  • Buyers gather data from the internet including pricing information
  • Sales reps often find themselves responding with a defensive
  • "I’ll see what I can do and get back to you".

Business Outcomes / Benefits

  • Maintain margins
  • Reduce negotiating time and the end of the sales cycle
  • Successfully execute negotiations through proper planning
  • Reach positive outcomes during negotiations benefiting both parties
  • Improve short and long term customer relationships
  • Avoid missed forecasts due to delays during the negotiation
  • Avoid heavy discounting in order to close the sale

Problems Addressed

  • Declining margins due to heave discounting
  • Losing too many deals at the end of the sales cycle
  • Poorly executed negotiations due to improper planning
  • Inability to reach an agreement benefiting both parties
  • Declining short and long term customer relationships
  • Missed forecasts due to delays during the negotiation
  • Missed forecasts due to heavy discounting in order to close the sale

Workshop Objectives

At the conclusion of the workshop you will be able to:

  • Negotiate with much greater confidence
  • Increase the size and scope of opportunities as well as associated margins
  • Avoid delays at the end of the sales cycle caused by the inability to reach agreement
  • Expand the pie producing a greater value for both buyer and seller
  • Determine your and the customer’s best alternative to an agreement
  • Measure your negotiating strength or vulnerability using the elements of the "Formula for a Successful Sale"

During the workshop you will learn how to:

  • Determine where a buyer is in the buying process and why they take certain positions
  • Differentiate between the three types of negotiations in order to determine the optimal approach
  • Set proper expectations with buyers that you will not be making concessions without getting something in return for your company
  • Determine the interests behind a position taken by a buyer in order to better respond
  • Deflect buyer positions without always saying "no" to their request
  • Dialogue with clients to lead them to a positive outcome that produces greater value for buyers and sellers
  • Avoid phrases that, throughout the sales cycle, set improper negotiating expectations
  • Develop your own plan using the Negotiating Readiness Checklist™, a simple MS Word document





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"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
Contact us

Wendrickx & Partners

Smederijstraat 2

4814 DB  BREDA
The Netherlands

+31 76 530 2323
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