Value-Added Negotiating

Negotiate Value Instead of Price
Virtual Edition

Negotiate Value Instead of Price - Virtual Program

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Help attendees improve margins by selling value-driven solutions, not price-driven solutions. Attendees will:

  • understand common negotiating tactics and how to effectively counter them.
  • realize negotiating power resides with both the buyer and the seller.
  • develop a negotiating mindset that takes the fear out of losing business.
  • reach win-win solutions that focus on value, not price.
Course Synopsis

The how-to's of negotiating are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Attendees gain a working, usable knowledge of financial approaches and cost justification techniques used to counter price objections by selling value. Stress is placed on pre-call preparation and the use of a proven tool, the Situation Analysis. Attendees are coached before tailored live interactive calls and their performances are individually discussed afterward. We present the concepts in an enjoyable manner to increase effectiveness via experiential learning techniques.

Negotiating Scenarios
Participants practice the concepts introduced by negotiating with an instructor using a scenario developed by their manager based on their product or service.
Topics Covered
The Process of Negotiating
Watch what you say.
Achieve your goal.
Who has it?
Do not defend them.
Situation Analysis
Preparation is the key.
Know what they cost.
Four Negotiations
Structured practice.
Seven mindless-compliance conditions.
  • Seven interactive on-line one-hour sessions
  • Two virtual Negotiating Calls with a Sales Concepts Coach
  • Wednedays at 4:00 PM Eastern time / 1:00 PM Pacific time from May 5, 2021 - June 30, 2021
  • $1,990 per attendee
Click here to register.
Course Agenda
Session I Wednesday, May 5, 2021
Introduction tto Negotiating Principles - Negootiating is a Process
Session II Wednesday, May 12, 2021
How Different Types of People Negotiate
Session III Wednesday, May 19, 2021
Week of May 24, 2021 ~ First customized virtual negotiating call
One hour (date and time determined with participant)
Session IV Wednesday, June 2, 2021
How Questions Impact the Negotiating Process
Session V Wednesday, June 9, 2021
Assumptions - Concessions - Power
Session VI Wednesday, June 16, 2021
Situation Analysis
Week of June 21, 2021 ~ Second customized virtual negotiating call
One hour (date and time determined with participant)
Session VII June 30, 2021
Course Summary

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See our course schedule for more dates.
For More Information On This Or Other Courses Contact Us

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