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Secrets of Negotiating Profitable Sales
©1999

The difference between making a sale and making a profitable sale means more than just an extra zero or two on the bottom line. This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—emphasizes the importance of negotiating win-win sales. Key discussion points include getting everything on the table before beginning to negotiate, remembering that price is only one element of the total package, and never making a concession without receiving one in return. (26 minutes)



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If You MUST Make a Deal, You Won't Like the Deal You Get
How effectively a salesperson negotiates determines whether a closed sale will be a profitable sale. Salespeople should convey that they want a prospect's business but be careful not to appear as though they need the business.