Negotiation Mastery for Sales Professionals

Sundar Nathan

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51 Videos (1h 54m)
    • Introduction to Course

      1:49
    • Making the Most of the Course

      1:43
    • Introducing the Instructor

      1:25
    • Section 2 Introduction

      0:25
    • Definition of a Negotiation

      3:30
    • Pain Point 1: Price Gouging

      1:16
    • Pain Point 2: Opportunity Cost

      0:52
    • Pain Point 3: Conversation Blockers

      0:40
    • What Can and Cannot Be Negotiated

      1:46
    • Setting Goals for Your Negotiation

      1:54
    • Variables and Price Ranges

      3:58
    • Reaching an Agreement

      2:16
    • Positional vs Principled Negotiation

      2:01
    • Positional vs Principled Scenario Animation

      2:18
    • Section 2 Summary

      0:24
    • Section 3 Introduction

      0:25
    • Why Research Before a Negotiation

      4:22
    • Conducting Effective Research

      1:36
    • Prioritizing Issues

      2:26
    • Establish the Right Mindset

      1:50
    • Team Roles Part 1

      1:34
    • Team Roles Part 2

      1:33
    • Team Roles Part 3

      1:33
    • Team Roles Part 4

      1:22
    • Team Roles Part 5

      0:31
    • Section 3 Summary

      0:23
    • Section 4 Introduction

      0:39
    • Framing Your Proposal

      4:06
    • Negotiation Tactics Part 1

      3:30
    • Negotiation Tactics Part 2

      2:42
    • Negotiation Tactics Part 3

      1:06
    • Types of Buyers Part 1

      4:51
    • Types of Buyers Part 2

      0:56
    • Types of Buyers Part 3

      9:32
    • Types of Buyers Part 4

      0:41
    • Small Talk

      1:41
    • Master Communication Strategies Part 1

      1:08
    • Master Communication Strategies Part 2

      1:19
    • Master Communication Strategies Part 3

      1:06
    • Master Communication Strategies Part 4

      1:52
    • Master Communication Strategies Part 5

      1:15
    • Interpreting Body Language

      5:56
    • Responding to Buyers

      6:22
    • Section 4 Summary

      0:37
    • Section 5 Introducition

      0:33
    • Crafting a Contract

      4:05
    • Contingent Contracts

      4:38
    • The Importance of Maintaining Relationships

      2:22
    • Up-Selling and Cross-Selling

      2:35
    • Learning From Negotiation Success

      3:24
    • Concluding Thoughts

      2:50

About This Class

This course will teach you the negotiation skills needed to be successful in a professional sales setting, such as planning, communicating, and closing. With over 25 years of sales experience in the Silicon Valley and over $100 million negotiated in contracts, Sundar Nathan offers his insights and shares his learnings to help you become an exceptional negotiator.

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