Negotiate Value Instead of Price - Virtual Program
Objective
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.
Aspirations
Achieve your goal.
Power
Who has it?
Assumptions
Do not defend them.
Situation Analysis
Preparation is the key.
Concessions
Know what they cost.
Four Negotiations
Structured practice.
Tactics
Seven mindless-compliance conditions.
Structure
Seven interactive on-line one-hour sessions
Two virtual Negotiating Calls with a Sales Concepts Coach
Wednesdays at 4:00 PM Eastern time / 1:00 PM Pacific time from June 8, 2022 - August 10, 2022
Price
$1,990 per attendee
Course Agenda
Session I
Wednesday, June 8, 2022
Introduction tto Negotiating Principles - Negootiating is a Process
Session II
Wednesday, June 15, 2022
How Different Types of People Negotiate
Session III
Wednesday, June 29, 2022
Tactics
July 15-12, 2022 ~ First customized virtual negotiating call
One hour (date and time determined with participant)
Session IV
Wednesday, July 13, 2022
How Questions Impact the Negotiating Process
Session V
Wednesday, July 20, 2022
Assumptions - Concessions - Power
Session VI
Wednesday, July 27, 2022
Situation Analysis
Week of August 1, 2022 ~ Second customized virtual negotiating call
One hour (date and time determined with participant)