Sprint

Negotiations TM

The strongest selling skills have little value if they are undone by unproductive negotiations.
Building agile negotiation skills enables sellers to realise the full value of the sale. Anxiety
and fear of losing control, being taken advantage of, and/or damaging the relationship
impacts negotiation performance. Sellers need the knowledge, confidence, and skill to
avoid losing control, read and adapt to each situation, and guide the negotiation to a
mutually beneficial result that maximises their outcome and protects the relationship.

Sprint Negotiations™ is a needs-, dialogue-, and
value-based relationship approach to arriving at
a mutually successful outcome for you and your
customer that, ideally, enhances your relationship
status with the customer.
This universal approach relies on the behavioural
science behind how customer’s make decisions.
These principles help sellers shape the customer’s
perception of value while working toward a mutually
beneficial outcome.

Programme Learning Objectives:

Control the impulse Preserve the deal size by Execute effective follow-
to jump to trading converting demands to needs up to solidify the deal and
to prevent or limit trading maintain momentum

Lead the negotiation with Convert a commitment to a Leverage the psychological

an effective opening that close by overcoming deadlocks principles at work during the
anchors the value of the deal through trading, if needed decision-making process

NOAM: +1.215.940.9255 EMEA: +44 (0) 20.7917.1806 APAC: +61 (0) 8.8376.1667 www.richardson.com
 With a combination of social psychology, interactive learning, and customisation, learners leave
Sprint Negotiations™ training with the tools and confidence to move a commitment to a close. We
equip sellers with several tools including negotiation criteria, negotiation ‘sprints’, the critical skills
to guide you through a negotiation, and the following:

PREPARE ENGAGE ADVANCE

OPEN CONTROL TRADE CLOSE
Sprint Negotiation Framework
A framework to help control outcomes
by connecting the value of the offering
to the customer’s business needs

Ease of Seller to Concede

EASY GIVES HARD
Negotiations Planning Tool

HARD
HIGH
Planner to ensure proper
preparation and execution of the
Sprint Negotiation framework

Potential Value to the Customer

Ease of Customer to Concede

GIVES

GETS
LOW

EASY
LOW GETS HIGH
Value to the Seller

Delivery Options
Choose between scheduled,
instructor-led sessions or
2-Day ILT Or 4 Four-Hour Instructor-Led Sales Professionals
flexible blended learning to
VILT Workshops With Pre Virtual Instructor-Led Sales Managers
best deliver the programme
And Post Digital Learning Digital Learning Business Development
to your teams.
Blended Learning

NOAM:
Richardson is how leading sales organizations around the world are getting better results
from their investment in sales training. For far too long, companies have had to deal with a
US: +1.215.940.9255
big disconnect between their training and their actual sales strategy, culture, systems, and Canada: +1-416-424-2999
customers. To make real change happen, you need more adaptable content so you can
build agility with a wider range of relevant capabilities. You also need more useful EMEA:
technology that integrates with your CRM and helps your reps get better deal by deal. And UK:+44 (0) 20.7917.1806
you need more visible progress with helpful metrics connected to your systems so you can Belgium: +32 2 70 98 580
see in real-time how your reps are impacting business outcomes. That’s why industry
leaders all rely on Richardson. And it’s how our clients find more customers, win more APAC:
opportunities, and grow their most strategic accounts.
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