Value-Added Negotiating
Virtual Edition

Negotiate value instead of price.

Negotiate Value Instead of Price - Virtual Program

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Objective

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

  • Learn about the five stages of negotiation.
  • Understand common negotiating tactics and how to counter them effectively.
  • 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.
  • Develop strategies to protect their margins.
Course Synopsis

We present the how-tos of negotiating. We test, counter, and examine the methods and tactics used by professional buyers and sellers. Attendees gain a working, usable knowledge of financial approaches and cost justification techniques to counter price objections by selling value. Emphasis is placed on preparation. 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 Sales Concepts instructors and their management based on their products and services.
Topics Covered
The Process of Negotiating
Watch what you say.
Aspirations
Set and achieve your goal.
Power
Who has it?
Assumptions
Challenge them. Do not defend them.
Situation Analysis
Preparation is the key.
Concessions
Know what they cost.
Four Negotiations
Structured practice.
Tactics
Recognize and counter them.
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 April 12, 2023 - June 7, 2023
Price
  • $1,990 per attendee
Click here to register.
Course Agenda
Session 1 Wednesday, Wednesday, April 12, 2023
Introduction to Negotiating Principles - Negotiating is a Process
Session 2 Wednesday, April 19, 2023
How Different Types of People Negotiate
Session 3 Wednesday, April 26, 2023
Negotiating Tactics
Week of May 1, 2023 ~ First customized virtual negotiating call
One hour (date and time determined with participant)
Session 4 Wednesday, May 10, 2023
How Questions Impact the Negotiating Process
Session 5 Wednesday, May 17, 2023
Assumptions - Concessions - Power
Session 6 Wednesday, May 24, 2023
Situation Analysis
Week of May 29, 2023 ~ Second customized virtual negotiating call
One hour (date and time determined with participant)
Session 7 Wednesday, June 7, 2023
Course Summary

Register Now!
Click here to register.
See our course schedule for more dates.
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