Course Description

Manager's Outline, Notes and Participant Handout in French. Video in English.

Sales Training in French (Formation à la Vente en Français): Plan your next sales meeting using our online do-it-yourself Giving and Getting Concessions when Negotiating Sales Meeting Kit. This kit includes everything a sales manager needs to conduct a skills clinic on giving and getting concessions when negotiating. The duration of this session is 90 minutes, which can be split into two or three shorter sessions if desired. Preview samples here: video, handout, manager's notes.

How can this help your sales team? Conceding too much, too soon, is the most common mistake made by average sales negotiators. Successful negotiators have learned through experience to eliminate this mistake. Exchange, or give-and-take, is the essence of negotiation. This kit will improve the ability of the sales team to explore for and exchange currencies other than price. Your salespeople will reach better and more profitable agreements by applying the concepts in this kit to an upcoming negotiation.

The Giving and Getting Concessions When Negotiating Participant Handout includes:
  • Three common mistakes made by average negotiators
  • Definitions and examples of prime, alternative and elegant currencies of exchange, followed by a brainstorm activity
  • Guidelines on giving and getting concessions
  • Negotiation planning form worksheet, including a role play practice activity
The Giving and Getting Concessions When Negotiating Video includes:
  • Segment 1 teaches the three most common mistakes made by average sales negotiators, and some advice on how to avoid making these mistakes.
  • Segment 2 teaches examples and definitions on Currencies of Exchange other than price.
  • Segment 3 highlights five practical tips about giving and getting concessions.
Purchasing one Sales Meeting Kit provides everything needed to run a highly interactive skill-building session for your entire sales team. Your enrollment lasts 6 months, providing you access to:
  1. Manager's Outline and Notes (French): Print your step by step instructions on how to run the meeting.
  2. Participant Handout (French): Print a handout for each member of your sales team attending the meeting.
  3. Video (English): Play the video during the sales meeting. You will be instructed to stop and start the video for activities and exercises. You may also choose to preview the video and teach the material yourself without playing the video during the meeting. (Note: Do a test run of the video at the meeting location to test browser access and internet speed.)

Also available: Learn how to lead an effective sales meeting. This Teaching Tips Handout (English) and (French) provides advice on how salespeople learn best.

Volume Discounts: Please email info@salestrainingandresults.com for corporate pricing and volume discounts.

President, Peak Selling, Inc.

Bill McCormick

Bill McCormick is the founder and president of Peak Selling, a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of Peak Selling's customized sales and management workshops.Prior to founding Peak Selling, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.

Course curriculum

  • 1

    Giving and Getting Concessions When Negotiating Sales Meeting Kit

    • Manager's Outline: Giving and Getting Concessions When Negotiating (French) - Planning and Timing Instructions (Print One)

    • Manager's Notes: Giving and Getting Concessions When Negotiating (French) - Step by Step Instructions (Print One)

    • Participant Handout: Giving and Getting Concessions when Negotiating (French) - Print one for each person attending sales meeting

    • Negotiation Planning Form (French) - Print one per participant

    • Negotiation Planning Form (French): Download this Word document and email to participants as reinforcement

    • Video: Giving and Getting Concessions When Negotiating (English) - Play Video During the Sales Meeting (Note: Do a test run of your video at the meeting location to test browser access and internet speed.)