Description
Learn to negotiate value over price so that discounting becomes unnecessary.
Learn to negotiate value over price so that discounting becomes unnecessary. Price is often the primary consideration when customers are making a purchase. However, research indicates the price is least on the list of other important things to consider, i.e. company brand, terms, or service. When selling your highest price product and the customer jumps to discounting price you will know how to be better prepared to show more value and ready to negotiate. Knowing how to negotiate value versus price is critical to maintaining profit margins you cannot afford to lose.
Date: 2023-11-09 Start Time: 1:00 PM ET End Time: 2:05 PM ET
Learning Objectives
Attitude Towards Negotiating
• Know Why We Dont Negotiate More Often
• Cultural Differences and How They Negotiate
• Chinese, Japanese, French Cultural Negotiating Differences
Discover How to Uncover the Buyers Perspective and Need
• Negotiation Starts With Understanding What the Other Party Wants
• Example: How to Discover the Other Partys Desire
• What Are the Things We Negotiate?
• Four Negotiation Outcomes
Know How to Create Win-Win Outcomes
• How to Create a Win-Win Outcome
• How to Create a Position of Power
• Example: Charlies Story
Understand How to Discover Negotiating Power Points to Avoid Discounting
• How to Discover Key Power Points
• How to Use Power Points When a Request for Price Discount Is Presented
• Example: Vendor Selection Criteria
Discover the Most Common Negotiation Tactics and How to Counter
• Discover the Five Most Used Negotiation Tactics
• Know How to Counter the Five Most Used Tactics
• Know to Prepare to Negotiate
Stepp Stevens Sydnor-TurnAround Solutions Inc
