Difficult Price Negotiations
Workshop Description
As you advance in your sales career, you are more likely to call on larger accounts and negotiate with higher level decision-makers. Because of the size of the account and the personality style of the other negotiator, these tend to be difficult price negotiations. This workshop will teach you how to plan and negotiate more effectively in difficult price negotiations. Each person will bring a real-life negotiation situation to the workshop so that you can apply what you learn to a realistic situation.
This interactive 2-hour workshop highlights practical negotiation concepts and guidelines, including some practice activities on how to respond to the most difficult price-related tactics.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All salespeople, regardless of experience level, will benefit from this workshop. Sales leaders should also attend so that they can assist their sales teams to use the skills and concepts after the workshop concludes.
Topics and Objectives
1. Planning Factors That Increase the Likelihood for a Win: We begin the workshop with a discussion and examples on how to convert difficult price negotiations into a win for your company. You will apply this to your real-life negotiation situation.
2. What Makes Negotiating to Higher Level Decision-Makers More Difficult: We do a brainstorm activity to address the four most difficult things about negotiating with higher level contacts. For example, the other person is more likely to ask for and expect larger concessions.
3. Essential Things to Do During the Negotiation: You will learn the three most essential things to do during difficult price negotiations, such as how to present your opening position.
4. The Ten Most Difficult Price-Related Tactics: You will learn the ten most common adversarial tactics that customers use during price negotiations. A practice activity in small groups will be used to show how to respond well to these tactics.