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!”

Gina Daniel-Lee

Vice President, Strategic Alliances and Partnerships, Stratix Corporation