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 that negotiating power resides with both the buyer and the seller.
develop a negotiating mind-set that takes the fear out of losing the business.
reach win-win solutions that focus on value, not price.
Who Should Attend?
People in sales, customer service, service technicians, purchasing, and managers of people who regularly interface with customers or prospects.
The how-to’s of negotiating are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Attendees are given a working, usable knowledge of financial approaches and cost justification techniques used to counter a price objection by selling value. Stress is placed on pre-call preparation and the use of a proven tool, the Situation Analysis. Attendees are coached before the tailored on-site sales call and their performances are individually discussed afterwards. Topics are presented in an enjoyable manner to increase course effectiveness via experiential learning techniques.
Participants practice the concepts introduced by:
Negotiating exercises with other attendees as a buyer then as a seller.
Negotiating with an instructor using a scenario developed by their manager based on their product or service.
After each negotiation, points are awarded using a method developed to measure success in selling value. After all negotiations, the person with the most points wins The Negotiator Award.