“Good negotiating outcomes begin with and depend on value-oriented discovery and selling,” says Nick Miller, president of Clarity Advantage, a consulting and bank sales training firm. To increase negotiation results, Miller recommends that bank sales team members:
• Ask more questions to identify customer problems and challenges correctly.
• Understand customers’ perceptions and priorities around value and how much the bank’s solution could benefit them in terms of saving time and money.
• Negotiate for the best outcome rather than concede on price at a customer’s first objection.
Miller, along with Rebecca Marek, Clarity Advantage senior consultant and negotiation specialist, will explore these and other negotiation techniques on August 16, 2011 in a live webinar entitled: Negotiating the Fees You Deserve. The one-hour, complimentary webinar will begin at 12:00 PM EDT and is intended for bank sales representatives calling on businesses, $0 - $30 million in sales.
Negotiating the Fees You Deserve is part of Clarity Advantage’s Deep Diving into Sales Techniques summer webinar series. The webinar series, which also includes sessions on First Calls on Prospects and Selling the Value of Bank Solutions, provides coaching material for sales managers and actionable tips and strategies for sales people. To learn more about the series and register for Negotiating the Fees You Deserve, please visit http://www.clarityadvantage.com/
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About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-