Roadmap for Using The Master Sales Negotiator


Here it is, your guide to a lifetime of successful and profitable sales negotiations. But right about now you might just be saying to yourself, “Wow! I knew that this was a complete program, but this is a LOT of stuff. Where do I start?”

No problem. Let me give you a little roadmap.

The Master Sales Negotiator Consists of Three Separate Parts

The first part is the Core Program. This includes the five CD set in the shrink-wrapped package and the accompanying soft-cover 18 page workbook. The workbook has all the graphics that are referred to in the five CD set. The track list for the CD’s is located on the front inside cover of the workbook.

The second part consists of the Working Tools. The working tools are the materials contained in the binder labeled “Application Toolkit • Skill Building • Simulations” plus the two data CD’s.

The third part contains additional Reference Materials. These are the materials contained in the binder labeled “Sales Negotiation Dialogue Book • Quick Reference Card • Transcript.”

Roadmap – The Linear Approach

Part One – Core Program – I suggest that you start by listening to the five CD set. Don’t try to do it all at once. Listen to several tracks. Think about how you would integrate the ideas into your own selling and negotiating process. Keep the soft cover workbook handy because it has all the graphics that are referred to on the CDs and you really want to get a visual picture of those graphics as you proceed.

Part Two – Working Tools – There are two additional CDs in the package, one labeled “Toolkit” and the other labeled “Skill Building.” The first thing you should do is transfer all of the files on these CDs to the hard disk in your computer.

The Skill Building modules and the Customer Application Tools look at the same issues, but from different perspectives. There are 12 Skill Building modules and 12 Customer Application Tools. Hard copy printouts of the Skill Building Modules and the Customer Application Tools are located in the binder. They are also located on each CD in Word format. The CDs contain each individual module and tool as a separate Word file as well as the complete set of modules and tools in single documents.

There is also a video for each module and each tool. Please make sure that you watch the videos because they contain detailed explanations on how to use the Skill Building Modules and the Customer Application Tools.

The Skill Building Modules provide the baseline that you will use across all customers. The Customer Application Tools will be specific to each customer. Therefore, you only need one set of the modules on your computer. However, you will make up a separate set of Customer Application Tools to use for each customer negotiation.

Finally, the binder contains the five simulations. I write simulations from scratch for all of my clients for whom I conduct two day training programs. In some cases, clients have given me permission to disguise the simulations that I wrote for them so that I could use them publicly. These simulations are real and just disguised enough to protect those who gave me the information.

The simulations are a great way to practice what you have learned, make mistakes for free and hone your skills. I would recommend waiting until you have at least finished the five CD program before doing the first simulation. I would also recommend doing the simulations one at a time over several months as your negotiating skills grow and strengthen. Complete instructions for using the simulations are contained in the binder.

Part Three – Reference Materials

The first item in the binder containing the reference materials is the Master Sales Negotiator Dialogue Guide. Once you have all the core concepts in place, have started working through individual customer negotiations with Toolkit, and have begun to focus your efforts with the Skill Building program, it is time to refine your skills. The Master Sales Negotiator Dialogue Guide is designed to help you do that by providing lots of sample dialogues of what to say, how to say it, and when to say it in almost every negotiating situation.

The second tab in the binder contains a quick reference chart, something to pull out at the last minute just to do a quick check to make sure that you have everything in place and are ready to go before a negotiation. You will also find a small plastic quick reference wallet card in the front inside pocket of the binder.

The third tab in the binder contains a transcript of the five CD set. Once you have listened to the CDs, this can be useful to make notes or for a quick review. However, I strongly recommend that you listen to the CD set first and only use the transcript as a backup. You simply can’t get the emphasis and the focus from the transcript that you will get from listening to the CDs.

Roadmap – The Non-Linear Approach

I happen to be a pretty linear guy, as you will see as you go through the Master Sales Negotiator program. I tend to go from point A to point to Z and cover all the bases in between. However, I know that not everybody likes to approach things that way. So feel free to jump around and build your knowledge base in the way that feels most comfortable to you.

For example, you might listen to the first CD and then start working right away with the related items in the Toolkit, applying what you learned on that CD to your next customer negotiation. Then you might go back and listen to the second CD and apply all that knowledge and some additional items from the Toolkit to your next customer negotiation. That’s fine. Do whatever works for you. However, I do recommend that the starting point always be the CDs and that you work outward from there.

So there it is. You are on your way to be coming a Master Sales Negotiator.

With all my best wishes.