ValueSelling Negotiation Skills
This workshop teaches how to conduct a negotiation appropriately. Understanding what is truly important to the buyer enables a negotiation outcome that delivers the most value, without unnecessary concessions. This results in improved client relationships and profit margins. This course links the negotiation approach to the ValueSelling Framework®, leveraging and reinforcing the use of ValueSelling within your team’s sales approach.
For: Sales, Sales Management
Learn To:
Understand the fundamental principles of negotiation
Avoid unnecessary concessions by understanding your buyer
Provide opportunities for workshop participants to practice negotiation principles individually and collectively
Workshop highlights
- Know your negotiating authority
- Acknowledge the customer’s position
- Understand the need behind the customer’s position
- Use trade-offs, embellishments, and compromises to negotiate
- Be willing to walk away from the negotiation
“I have been able to leverage your program throughout my career. Thank you!”