In Depth Negotiation a luxury or necessity?

Out in Eastern Europe, where Europe meets Asia, carrying out negotiation workshop with a team that I have been working with for a duration of time. It’s great to see the sales professionals applying the techniques and seeing the application and development of their skills.

Really does highlight the fact that providing the reinforcement coaching and support has a real impact and provides a better chance of the sales training “sticking” and having the desired impact.

The approach of taking a key development area and keep on reinforcing it and going into real depth has helped ensure the skill adoption and behavioural change required.

So, skimming  a subject does not provide or support the adoption required! Is this approach a luxury or a necessity?

David Graham