RAIN Sales Negotiation

Objective: Learn sales negotiation strategies to win the best deals. // Price: $129/month $99/month
30-day, 100% money-back guarantee
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Take control of sales negotiations.

Read 10 articles on how to negotiate better deals and you’ll come away with 10 different theories. Not all of them are helpful, few are comprehensive, and few are designed specifically for the sales field.

When you enroll in RAIN Sales Negotiation, you get a complete, foolproof process for sales negotiation that’s proven to work. Negotiation is a craft that can be learned by just about anyone, and with self-paced online lessons plus practical tools and a negotiation simulation, you too can close more deals faster at higher margins.

If you want to stop getting beaten up in negotiations and being forced to focus on price over value, then RAIN Sales Negotiation is for you.

Through Friday:
Enroll for only $99/month.

Click to watch a preview of one of the lessons >>

 

 

What Will I Learn?

In RAIN Sales Negotiation, you’ll overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation. You’ll learn:

  • 16 common buyer manipulation tactics and how to counter them
  • How to deal with purchasing and procurement departments
  • A proven framework for sales negotiation success
  • How to get the maximum fees and margins for your products and services
  • Why “win-win” is often, but not always, the best possible approach—despite what you may have been told
  • How to overcome indecision in the sales process and close more sales faster
  • The real deal with objections and how to overcome them (about 90% of all sales objections can be predicted before the negotiation starts)
  • How to avoid common negotiation mistakes (made even by top sellers) that drive down margins and lengthen sales cycles
Want to dig deeper into the content before taking the leap? Get the full details on each program lesson below.
Lesson 1
Lesson 2
Lesson 3
Lesson 4
Lesson 5
Lesson 6
Lesson 7
Lesson 8
Lesson 9
Lesson 10
Lesson 11
Lesson 12
Lesson 13
Lesson 14
Lesson 15
Lesson 1:
Fundamentals of Sales Negotiations

Negotiation is everywhere. We’re always negotiating something. We can be negotiating with a new buyer, negotiating with an internal team, or negotiating with our kids to go to bed. In the world of sales negotiation, there are a lot of misconceptions and a lot of conflicting advice. In this lesson, we define negotiation and identify the two major approaches people take to negotiation.

Lesson 2:
The Six Essential Rules of Negotiation

In this lesson, we explore each of the 6 Essential Rules of Sales Negotiation, dive a little deeper in to why successful sales negotiators use the 6 Rules (whether they know it or not), and understand how the rules can help you win major sales at favorable terms while strengthening your relationships.

Lesson 3:
Understanding the Negotiated Issue

Regardless of whether you're negotiating an issue big or small, you’re trying to get something done, and you’re trying to figure out how to do it. This is the essence of dealing with the negotiated issue. In this lesson, we outline the core components of the negotiated issue: Objectives, Possibilities, Requirements, and Alternatives.

Lesson 4:
Uncovering Objectives and Exploring Possibilities

Coming to an agreement in a negotiation requires addressing the negotiated issue in a systematic way. Buyers, however, don't always focus on objectives. You can avoid making the mistake of jumping into a negotiation by trying to identify the possibilities without first understanding objectives. In this lesson, we explore the importance of objectives, examine how to uncover the objectives of both parties, and develop creative possibilities that can help you and your buyer craft successful agreements.

Lesson 5:
Defining Requirements and Exploiting Alternatives

Requirements are the objective guidelines that shape whether or not you’re a good fit with the other party in a negotiation and if they are a good fit with you. Together with objectives, requirements form the "what" of the negotiated issue and the parameters for moving forward. In this lesson, we take a closer look at asking about requirements directly to improve your negotiation outcomes, identifying the buyer’s alternatives to agreement, and knowing your Best Alternative to a Negotiated Agreement (BATNA) so you know when to walk.

Lesson 6:
Leading the Negotiation Process

All too often, sellers allow buyers to take control of a negotiation, leaving sellers playing defense and catch up. Sellers should lead the negotiation, but leading the negotiation requires understanding the process. In this lesson, we cover how to master the four stages of the negotiation process, identify the Zone of Possible Agreement (ZOPA), and use investment norming and anchoring to your advantage.

Lesson 7:
Effecting Emotions - Part 1

To understand the role of emotions in sales negotiations, we take a look at how there's a common misconception about emotions in negotiation, the surprising role of anger, and three ways to approach emotions in yourself to maximize negotiation outcomes. We also focus on the four emotions to effect in the buyer during the negotiation.

Lesson 8:
Effecting Emotions - Part 2

To understand the role of emotions in sales negotiations, we take a look at how there's a common misconception about emotions in negotiation, the surprising role of anger, and three ways to approach emotions in yourself to maximize negotiation outcomes. We also focus on the four emotions to effect in the buyer during the negotiation.

This is a continuation of the previous lesson. 

Lesson 9:
Negotiating with Different Buyer Personas

Regardless of the business or emotional reasons why people buy, buyers have personal preferences for how they prefer to buy. The best sales people map their selling approaches to the processes and psychology of buying. In this lesson, we review the different buyer personas: how to recognize them, how they prefer to buy, and how you should approach each buyer in a way that will facilitate sales success.

Lesson 10:
Trading to Maximize Value

If the power dynamic is tipped in the buyer's favor, they're likely to seek concessions. When some buyers know a seller is willing to cave, they push and push until the seller holds their ground. In this lesson, we cover sources of power and leverage, ways to change the power dynamics in a negotiation, and how to trade and not cave to buyer demands.

Lesson 11:
Overcoming Buyer Objections - Part 1

Objections aren't the end of the world, but they're often poorly handled. Unless you're fortunate enough to find prospects who completely understand their own needs, recognize the value you provide, and agree with the impact of moving ahead, you will, at some point in your conversations, run into serious objections. In this lesson, we share what objections are, what's behind them, how to classify types of objections, and walk through a four-step process you can employ when faced with objections. We also look at money objections and help you to leverage the advanced technique of uncovering hidden objections.

Lesson 12:
Overcoming Buyer Objections - Part 2

Objections aren't the end of the world, but they're often poorly handled. Unless you're fortunate enough to find prospects who completely understand their own needs, recognize the value you provide, and agree with the impact of moving ahead, you will, at some point in your conversations, run into serious objections. In this lesson, we share what objections are, what's behind them, how to classify types of objections, and walk through a four-step process you can employ when faced with objections. We also look at money objections and help you to leverage the advanced technique of uncovering hidden objections.

This is a continuation of the previous lesson. 

Lesson 13:
Responding to the 16 Buyer Tactics

When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides. But what do you do when the buyer takes a positional approach instead? You need to know how to deal with positional buyer tactics when they arise. In this lesson, we cover the 16 buyer tactics you may encounter during a negotiation and strategies for responding to each of them.

Lesson 14:
Planning to Win

Great negotiators plan to win. Planning is a huge factor leading to success and preventing failure, and perhaps the single greatest factor in negotiation success. Buyers throw curveballs; if you know what's coming, you can plan to hit them. In this lesson, we briefly review all the important topics in RAIN Sales Negotiation, walk through the RAIN Sales Negotiation Planner, and share tips for building your negotiation plan.

Lesson 15:
RAIN Sales Negotiation Simulation

Round out the RAIN Sales Negotiation course by participating in a 45-minute simulation based on a real-life negotiation situation. At the end of the simulation, you'll be given scores on how well you did with the various concepts learned throughout the course. You'll also receive specific feedback on the choices you made, as well as how your choices affected the overall outcome of the negotiation. 

What Does Membership Include?

15 Training Lessons

Content is available in video and text to consume at home or on-the-go, at your own pace.

Negotiation Simulation Game

Put your skills to the test in negotiation scenarios where every decision strengthens or weakens your position.

Downloadable Tools & Checklists

Learning happens by doing. Our practical, quick-reference tools help you apply negotiation strategies right away.

Knowledge Check Quizzes

Put your learning to the test with our interactive quizzes to test your retention of key points in each lesson.

Case Studies & Role Plays

Visualize the program techniques in action with real-world examples of sales negotiation successes.

Sales Negotiation Planner

Get instant access to the RAIN Sales Negotiation Planner, a tool to help you prepare for and facilitate your next negotiation.

FAQs

Who should take this course?
  • Sellers looking to go beyond a “start high and meet in the middle” generic approach to sales negotiation and learn a comprehensive theory they can apply to all of their sales.
  • Sales managers looking for a negotiation process and framework to use with their teams.
How long does it take to complete the course? Are all lessons available at once?

All program content is available and accessible on-demand as soon as you sign up.

There are 15 lessons, each lasting approximately 20 minutes. When completed at our recommended pace of 1 lesson per week, you’ll finish the program in just 3 months.

However, if after completing the lessons you would like continued access to the program content and tools, you are welcome to stay subscribed as long as you’d like.

Is the content downloadable?

Lessons are available to view in text and video for your convenience and learning preference. The program tools and resources are also yours to download and keep to reference whenever you like.

What’s the cost?

Typical sales negotiation training programs cost thousands of dollars, require travel, and often teach you tactics that simply don’t work in sales negotiations today.

Tuition for RAIN Sales Negotiation is normally $129/month, but you can get it for only $99/month through Friday. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How does the 30-day, money-back guarantee work?

We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.

I want my team to take this course. Do you have group rates?

We offer discounted rates for groups of 5 or more. If you have a team that would benefit from RAIN Sales Negotiation or are interested in bringing the program on-site, contact us for more information at support@raingroup.com or call 508-405-0438.

Through Friday: Enroll for $99/Month

Whether you’re new to selling or a sales veteran, our negotiation online sales training will help you improve margins, speed up the sales process, and win more deals. Click below to enroll now. 

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