RAIN Sales Negotiation

RAIN Sales Negotiation is a self-paced online sales training course designed to help you close more deals at higher margins.

Negotiation is a skill that can be learned by anyone, but if you don't take the time to develop it, it's easy to get outplayed. Especially because, according to our research, buyers are more likely to receive extremely effective negotiation training.

With this course, you'll learn to avoid common sales negotiation mistakes, spot buyer bargaining tactics, and develop a framework for tackling any negotiation.

Module 1: Fundamentals of Sales Negotiation

Knowing how to negotiate with a buyer is one of a seller’s most important skills. Learn the keys to success for creating the strongest agreements and gaining commitment from buyers and leaders. This module includes the following lessons:

Becoming a Top-Performing Sales Negotiator
The Fundamentals of Sales Negotiations
Introduction to the Six Essential Rules of Sales Negotiation
Partner vs. Positional vs. Mixed Motive Negotiation
RAIN Sales Negotiation Planner Walkthrough
Assignment: Complete the RAIN Sales Negotiation Self-Assessment

Module 2: Always Be Willing to Walk: Managing Your BATNA

Being willing to walk, and knowing when you should, gives you something very powerful: control. Learn how to understand, calculate, and analyze your BATNA—and why it’s critical to sales success. This module includes the following lessons:

Understanding the Power of Indifference and Your BATNA
How to Estimate Your BATNA
Tips to Actively Manage a Negotiation Knowing Your BATNA
Power and Leverage in Sales Negotiations
Identify the Zone of Possible Agreement
Assignment: Finalize Your BATNA

Module 3: Understanding the Negotiated Issue

The negotiated issue is the what and the how of a negotiation. Learn how to prioritize objectives, work collaboratively with buyers, and build value with creative problem-solving when negotiating. This module includes the following lessons:

Introduction to the Negotiated Issue
Uncovering Objectives and Exploring Possibilities
What You're Trying to Achieve: Objectives and Requirements
How You Can Achieve It: Possibilities and Alternatives
4 Stages of Structured Problem Solving
Tips to Build Value in the Negotiation
Assignment: Master the Negotiated Issue

Module 5: Effecting Emotions

The best sales negotiators drive results by paying attention to both their and the buyer’s emotions. Identify the emotions that influence negotiations and master strategies for managing them. This module includes the following lessons:

Negotiation and the 4 Emotions
The Role of Anger in Negotiations
Controlling Your Emotions when Negotiating
Connect with Buyers to Develop Rapport
Engage Buyers to Build Ownership
Respect Buyers to Gain Respect Back
Value Buyer Involvement to Build Desire to Work with You
Tips for Effecting Emotions in Negotiation
Assignment: Develop a Plan for Managing Emotions

Module 6: Trading to Maximize Value

Power and leverage give you the ability to influence others. Learn the dynamics of power and leverage in negotiations, and how to propose trade offers that will lead to an agreement. This module includes the following lessons:

6 Sources of Power and Leverage
Learn How to Change the Power Dynamics in Negotiations
Trade! Don't Cave
Assignment: Identify Your Negotiation Possibilities

Module 7: Responding to the 16 Buyer Tactics

If you want to be successful in negotiations, you need to know how to respond to common buyer negotiation tactics and not let them derail your success. This module includes the following lessons:

Overview of the 16 Buyer Negotiation Tactics
Responding to Time Pressure Negotiation Tactics
How Buyers Try to Lower Price, and What to Do About It
When Buyers Try to Throw You Off Your Game
Top Performance in Sales Negotiation Research Report
Assignment: Prepare to Deal with Common Buyer Negotiation Tactics

Module 8: Overcoming Buyer Objections

Objections can be hard to hear. The key is knowing how to listen to them, respond accordingly, and move the sale forward. This module includes the following lessons:

Why Objections Are a Good Thing
4-Step Process for Overcoming Objections
4 Types of Objections
Types of Money Objections and How to Address Them
Overcoming Objections Before They Happen
Tactical Tips to Overcome Objections
Assignment: Prepare to Overcome Objections

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I've done many online training programs over the past 10 years, and this is, by far, the most well thought-out and best presented program I've ever seen.

Ghennipher Weeks, Applied Connectioneering

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I can confidently say that this program is the most valuable, highest-quality resource out there. It jump-started my business development effectiveness by helping me identify how I provide value.

Andy Schneit, Consultant, a National Consulting Firm

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I've been practicing in the sales training industry for several decades, and I am pleased to have discovered a missing link in the form of this program. I was very impressed by the breadth and quality of the course material.

Maureen Costello, President, Image Launch LLC

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 9 modules, each with associated lessons When completed at our recommended pace of 1 module per week, you’ll finish the program in under 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.

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for the RAIN Sales Negotiation is $199/month. 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 do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

Ability to drive value
Prospecting
Driving and discovering needs
Solution crafting
Presenting
Winning
Advanced consultative selling skills
Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east

Take control of your sales negotiations.

What Will I Learn?

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Assignments & Resources

Knowledge Checks

Flexible Learning

Certification

Research-Backed

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