LIVE Price/Value Negotiation Masterclass
FOR SALESPEOPLE, ENTREPRENEURS, BUSINESS OWNERS, COACHES, CONSULTANTS, SALES MANAGERS
Shift your Focus to Margin Improvement, Sell at Prices Higher than Your Competitors and Increase Revenues by Competing and Negotiating on Value, not Price.
August 24th
BUSINESS NEGOTIATION IS NOT A SOFT SKILL.
One of the toughest challenges that salespeople and business leaders face today is how to compete against lower-priced competitors. How you deal with price and commoditization pressures will determine, over time, whether your business thrives or goes under. Although the outcome of a single sales (price) negotiation may not make a significant impact on a business's fortune, the tens or hundreds of customer negotiations a typical company undertakes in a financial year have, in combination, an enormous impact on its strategy, operating profits and revenue targets.
An average of 1% price discount may decrease your operating profits by 8%-11%
Nothing will drop profits through the floor faster than letting price slip down a percentage point or two. To be successful, sales teams require skills and an effective real-time process to: maximize the value they create as they sell, capture that value in a deal and beyond, avoid costly concessions in the sales process, and effectively manage price and competitive pressures from customers.
What You Will Learn
- The hidden forces that shape HOW and WHY PEOPLE MAKE BUYING DECISIONS
- How to CLOSE DEALS without making free price concessions
- How to SELL AT PRICES HIGHER THAN YOUR COMPETITORS
- How to LEVERAGE YOUR VALUE PROPOSITION to DRIVE SALES and BOOST YOUR BOTTOM LINE RESULTS
- How to quantify your unique differentiators and BUILD A VALUE-BASED SALES NEGOTIATION STRATEGY
- How to COMMUNICATE YOUR VALUE PROPOSITION for maximum impact
- How to engineer a BUYING VISION
- How to deal with PRICE and COMMODITIZATION PRESSURES
- WHAT BUYERS WANT AND NEED and why it isn't low price
- How to CRUSH PRICE OBJECTIONS when they arise. How to RESPOND TO COMMON OBJECTIONS including: 'your price is too high'….. I can get it cheaper from your competitor…'
- How to ELIMINATE PRICE OBJECTIONS FOREVER by selling to High Value Prospects and Customers
- 8 STRATEGIES for negotiating with PRICE BUYERS (incl. procurement)
- 10 DISCOUNTING COUNTERMEASURES
- SALES NEGOTIATION TACTICS for holding your ground in price negotiation
- How to negotiate with VALUE BUYERS
- How to WIN MORE by INCREASING PRICES and how to communicate price increases effectively
- QUESTIONING STRATEGIES for controlling the sales negotiation process and closing a deal
- Your ultimate PRICE NEGOTIATION GAME PLAN - a blueprint for keeping all the pieces of a deal in context and moving the conversation from PRICE TO VALUE
You will walk away with sales negotiation strategies, techniques, and value-based decision-making tools to close deals at full price and improve your profits. 70 pages of scripts and techniques to help you gain the edge when you need it.
RESERVE YOUR SPOT NOW"
Employees are now well-equipped to manage scope of their contracts and have fit-for-purpose strategies and tools to deploy in negotiations. We have already achieved significant results: Cost savings for Implementation and Operations in not over-delivering on the contract, revenue opportunities in SR as we will not give everything away and/or make customers pay for any delays. Significant improvements in negotiating change requests. Fewer concessions. Improved employee satisfaction as they are more accountable and in control. The customer has signed the biggest CR in the history of our company - £3.5M. Thank you very much Michael!
K.L
Regional Director, NGA HR
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Meet Your New Negotiation Coach!
Considered one of the leading authorities on business negotiation, Michael Zieba is the strategic advisor Sales Leaders, Chief Procurement Officers, Business Owners and C-Level Executives come to when they need help with market challenges that erode profitability. Michael is recognized as a leading expert on business negotiation skills development and has worked in 40 countries, with some of the largest blue-chip organizations that include but are not limited to NGA HR, Vodafone, Network Rail, GKN Driveline, DHL, Nycomed Holdings, Adidas, Masterfoods, TomTom, Qatar Foundation, Saudi Electricity Company, and many others alike.
Real People. Real Results.
It was the best negotiation training I have ever attended.
I attended a sales negotiation course run by Michael and he really knows his stuff. The courses he runs are full on and intensive involving group work, exercises and individual feedback. The skills you gain in such a short period of time are priceless. The knowledge gained from the course has significantly improved my negotiation skills and has ultimately helped increase the company sales revenue. I would highly recommend you speak with Michael to see what he could offer.
LIVE Price/Value Negotiation Masterclass
$247.00
August 24th
17:30 - 21:30 GMT
- Price Negotiation Masterclass - a half-day online training delivered via Zoom
- 30-day access to the recordings
- The Price Negotiation Playbook 2.0 (extended edition)
- Tools and Templates
