Winning Negotiations in a Competitive Market
How to Out-Negotiate the Competition When Price is the Issue

Beat the competition! Are your customers focusing more and more on price alone as their biggest concern? Do they lock you into price-focused discussions and try to ‘commoditize’ your products or services? Are they asking you more and more to ‘bottom line’ your numbers in order to compete with the other venders? Have you developed an understanding of your value in this market? Can you sell it? Times are tough, sales are hard, and we need to make sure our sales representatives have all the best skills to represent us in this highly competitive world. Can you combat this and beat your competitors? You bet you can! Let us help your employees or association members develop a sales and negotiation approach that increases their skill, confidence, morale, and profits.

BENEFITS OBJECTIVES

Increase sales and revenues by negotiating better contracts

Beat the competition by promoting value over price

Gain awareness of their own strengths, weaknesses, and conflict styles

Individually have the skills to earn more money in competitive sales situations

Gain confidence to work through difficult sales conversations

Expand account margins

Strengthen your company’s reputations for quality, reliability, technical leadership, and value-added business partnership

Speed up sales cycles

At the end of this workshop, participants will be able to:

Understand and use the Seven
Principles of Sales Negotiation

Prepare and set high goals

Handle and overcome conflict situations

Develop probing questions that clearly define customers’ needs, extract hidden needs, and break down defenses to generate agreements

Analyze and respond positively when customer negotiations focus only on price

Develop and use assertiveness to get what you want

Develop a concession plan that trades small for large concessions

Customize a Price-Focused Negotiation checklist and planner to prepare for every negotiated sale