Value-Added Negotiating
Virtual Edition

Negotiate value instead of price.

Negotiate Value Instead of Price - Virtual Program

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 removes the fear of losing business.
Reach win-win solutions focusing 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 online 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 May 31, 2023 - August 9, 2023

Price

$1,990 per attendee

Course Agenda


Session 1	Wednesday, Wednesday, May 31, 2023 Introduction to Negotiating Principles - Negotiating is a Process

Session 2	Wednesday, June 7, 2023 How Different Types of People Negotiate

Session 3	Wednesday, June 14 26, 2023 Negotiating Tactics

Week of June 19, 2023 ~ First customized virtual negotiating call One hour (date and time determined with participant)

Session 4	Wednesday, July 12, 2023 How Questions Impact the Negotiating Process

Session 5	Wednesday, July 19, 2023 Assumptions - Concessions - Power

Session 6	Wednesday, July 26, 2023 Situation Analysis

Week of July 31, 2023 ~ Second customized virtual negotiating call One hour (date and time determined with participant)

Session 7	Wednesday, August 9, 2023 Course Summary

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Value-Added NegotiatingVirtual Edition