$27.00 USD

An account already exists with this email address. Is this you?

Sign in

The Price Negotiation Playbook (ebook)

Become an ultra-high-performing salesperson and a hero in your organization.

There are three building blocks of successful, value-based price negotiation: Value Proposition, Qualification & Information Gathering, and Smart Negotiating Skills. This book offers tools, strategies and techniques to leverage all three.

The Price Negotiation Playbook is a practical street-wise toolkit for anyone who wants to sell at higher prices, effectively respond to price objections, protect margins and close deals at full price. 

Over 70 pages of scripts, techniques and strategies to help you leverage and master:

Your Unique Value Proposition and Value Messaging including:

  • Your Unique Value Proposition Audit
  • Your USP Impact
  • Know What to Pitch to Whom
  • Your FBPQ Sales Proposition Template

Qualification and Information Gathering including: 

  • Opportunity Assessment
  • 19 x High Impact Situation Questions
  • 53 x Business Needs, Pain and Pain Chain Questions incl. Personal Objectives, Seriousness, Steps Taken, Ability, and Willingness Questions
  • 21 x Budget Discovery Questions
  • 30 x Decision Process and Criteria Questions
  • 8 x Competition Questions
  • 12 x Timeframe Questions
  • 28 x Conversational Solutioning Statements and Questions 
  • 45 x Next Steps and Conclusion/Commitment Questions
  • 69 x Connecting Questions and Softening Statements

Price Negotiation Techniques including:

  • The Flinch
  • Cherry Picking
  • Negotiation Countermeasures
  • Winning Price Negotiation with Multiple Equal Offers
  • Bracketing a Proposal
  • Bracketing for Budgets
  • Bracketing: The Triplicate of Choice
  • Trading Strategies and Bargaining Models
  • The Vice

Strategies and Techniques for Crushing Price Objections including:

  • Eliminating and Handling Price Objections
  • Up-front Contracts Formulas
  • A 5-Step Strategy for Handling Any Objections
  • 17 x Discounting Countermeasures to The Hot Potato
  • 63 x Discounting Countermeasures to 'Your Price is Too High'
  • 30 x Discounting Countermeasures to 'I can get it cheaper from your competitor'
  • 2 x Discounting Countermeasures to Nibbling
  • 29 x Scripts for dealing with:
    • 'I want to think about it'
    • 'I need to talk to my boss'

What People Are Saying:

’I have completed a negotiation course with Michael Zieba and could not recommend it enough. You actually leave with physical tools as opposed to the usual 'notebook and memory loss' one typically associates with many training courses.’ - Dawid Wardell

'THIS PLAYBOOK IS CRITICAL FOR ANYONE IN THE B2B SPACE. IF YOU ARE FACING COMMODITIZATION AND PRICE PRESSURES, THIS BOOK WILL GIVE YOU EFFECTIVE COUNTERMEASURES TO ELIMINATE DISCOUNTING AND INCREASE PROFITS.' - Andy G. - Managing Director - Hyperlocal Inc