// Sales Training

RAIN Sales Negotiation

Keep margins, profitability, and customer satisfaction high.

Buyers are savvier than ever and always on the lookout for the best value. When it comes time to gain commitment, buyers will often seek to negotiate to get a better deal.

Negotiation is crucial for buyers to achieve their goals and manage their resources, and it’s crucial for sellers to keep margins, profitability, and customer satisfaction high.

The RAIN Sales Negotiation program teaches your team the skills needed to reach favorable solutions for you and your customers.

Watch the video to learn more about RAIN Sales Negotiation.

9.3x

Top Performers are 9.3x more likely to receive extremely effective negotiation training than The Rest.

78%

of Top Performers are very likely to generate repeat business from their buyers post-negotiation.

73%

of Top Performers find presenting multiple offers simultaneously they value equally very effective.

Source: Top Performance in Sales Negotiation, RAIN Group Center for Sales Research

It’s clear there's a significant opportunity for companies to improve their sales negotiation skills. The key is value: focusing the discussion on value over price and expanding the pie to create more value on both sides. In fact, the #2 greatest difference between Top Performers and The Rest is sharing new ideas and insights with buyers.

In RAIN Sales Negotiation your sellers learn to lead with value to negotiate the best deals.

Modular Approach to Sales Negotiation Skill Development

With over 70 portable, modular blocks, we work with you to quickly design custom curricula with the sales negotiation content your team needs to reach top performance. Content, tools, and cohorts are tailored to your world. Negotiation modules include:

6 Essential Rules of Sales Negotiation

Managing Your BATNA

Leading the Negotiation Process

Building Value in Negotiations

Handling Common Buyer Negotiation Tactics

Practice a Simulated Negotiation

Effecting Emotions in Negotiations

Trade, Don't Cave

We offer a full curriculum of modules across the sales cycle from prospecting to consultative selling, virtual selling, winning major sales, account management, and sales management. Learn more about our suite of sales training programs east

Sales Negotiation Training Built for the Adult Learner

Each modular block is a self-contained topic that includes pre-work, a classroom session, application assignments, and application coaching. Modules are built to ensure the training sticks, behaviors change, and results are realized.

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

After the curriculum is delivered, sellers are coached and held accountable for applying new skills and making new behaviors permanent through our Execution Assurance process.

Training Modalities

Onsite Instructor-Led Training

Virtual Instructor-Led Training

Train-the-Trainer

Total Access^®

RAIN Group has made our sales process more effective, given us a common language to use in sales conversations and boosted the confidence and success of our sellers. In fact, we’ve exceed our stretch sales goals!

Lucille C. Servidio, Senior Vice President, Capaccio Environmental Engineering, Inc

Experience Success Like Our Clients

cStor improves gross profit margin on sales won by 12.2%.

When cStor’s sales professionals were using an inconsistent sales approach, they brought in RAIN Group for a multi-year initiative to establish a common sales methodology.

RAIN Group assessed the team to pinpoint areas for improvement, delivered training workshops, provided coaching and reinforcement, and lent recruiting assistance. Results were impressive:

Number of deals closed year-over year improved by 15.2%
Gross profit margin on sales won improved by 12.2%
Reduced average days to close by 10.4%
Results were so impressive the program won a prestigious Stevie Award for Sales Training/Coaching Program of the Year

Click here to read the full case study east