One of the quickest ways to get your commission reduced is to drop your price to win deals. On the other hand, one of the quickest ways to increase your bottom line is to sell your product/service at higher margins.

Unfortunately, most salespeople possess poor negotiating skills, while their prospective buyer has been thoroughly versed on how to get the very most from salespeople for the least amount of money. As a result, most salespeople don’t have a strategy to counter the constant pounding they receive on price.

Attend this program and you will lean:

• How to develop your negotiating strategy.
• Your BATNA (best alternative to a negotiated agreement).
• How to enlarge the deal.
• 5 key elements of the negotiation.
• How to control the negotiation.
• How to make a concession.
• What mistakes to avoid.

By creating business deals where both parties win, you create long term profitable relationships. However, if either party is unhappy with a deal, the chances of any repeat business are very rare.

John Schumann is an international sales trainer and a partner in Whetstone Group. He teaches what he has learned through 27 years of sales, sales management and training experience in such companies as Johnson and Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and Coral Therapeutics. He has extensive sales and marketing experience in both large international companies and small entrepreneurial companies. He is experienced in selling both products and services.

John has trained clientele ranging from multi-billion dollar corporations to solo entrepreneurs. In addition to training in Whetstone's Training Center he has also taught in customized in-house/retreat sessions for corporate clients' salesforces, and is not afraid to challenge traditional ideas of selling and marketing. His experience with major corporations, as a member of two boards and "real-life selling" provides rich anecdotes for his seminars.

John received his Bachelor of Science degree from the University of Wisconsin and was awarded "The Distinguished Flying Cross" and "The Air Medal" while serving as an USAF pilot in Vietnam.

John has lived in La Jolla since 1986 with his wife, Candace, and has a son, Eric. In his spare time John spends time in his shifter kart, runs and skis.

“I have been through Spin, Miller Heimann, customer-oriented selling and this far exceeded those programs! Excellent and real-life examples illuminated concepts well. John did an excellent job and was fully engaging.”

"This program will benefit our sales production and the way we handle objections."

"Overall, very pleased with the training and instructional tools. The content was directly related to my everyday job situations, the instructor was very informative and flexible and the materials will be my personal work guide."

"Excellent program. Everything was great and helped me pull it all together. Looking forward to the next session."

"Beat my expectations! It will definitely help our group get results!"

"I can't wait to give this a try. I fully expect to see a more efficient use of my time....resulting in a higher closing percentage."

"I learned more than I expected. In all honesty, I was not looking forward to learning sales, as I believed that I could never be a good salesperson. However, this program helped boost my confidence and taught me how to ask the right questions."

"It was beyond my expectations. Good sales technique and training ability and John was very good!"

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