Value-Added Negotiating

Negotiate Value Instead of Price
Virtual Edition

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:

  • 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
  • Tuesdays at 4:00 PM Eastern time / 1:00 PM Pacific time from February 16, 2021 - April 13, 2021
Price
  • $1,990 per attendee
Click here to register.
Course Agenda
Session I Tuesday, February 16, 2021
Introduction tto Negotiating Principles - Negootiating is a Process
Session II Tuesday, February 23, 2021
How Different Types of People Negotiate
Session III Tuesday, March 2, 2021
Tactics
Week of March 8, 2021 ~ First customized virtual negotiating call
One hour (date and time determined with participant)
Session IV Tuesday, March 16, 2021
How Questions Impact the Negotiating Process
Session V Tuesday, March 23, 2021
Assumptions - Concessions - Power
Session VI Tuesday, March 30, 2021
Situation Analysis
Week of April 5, 2021 ~ Second customized virtual negotiating call
One hour (date and time determined with participant)
Session VII April 13, 2021
Course Summary

Register Now!
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See our course schedule for more dates.
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