Workshops and coaching to improve negotiation skills
Poor negotiations are one of the greatest sources of enterprise profit loss.
Many of today’s sellers are not skilled in understanding value and using it to defend fair prices. They suffer a loss of confidence in their price when negotiating with tough buyers. They face pressure from the procurement price buzzsaw, demands for greater discounts, and a sense of an unlevel playing field during negotiations.
Thus sales managers and executives must learn to anticipate buyer procurement tactics like stalling, good guy/bad guy positioning, and price cut demands. By understanding how to use value to defend price and identifying one of four buyer behaviors, they can coach teams and be proactively prepared to perform better during negotiations.
The Negotiating with Backbone workshop initiative arms the commercial team with detailed selling scenarios that offer specific approaches before, during, and after the negotiation.
This training is designed to protect prices for more profitable deals, and Backbone to ensure win-win negotiations.
The sales team of a leading Information Services company initiated a price increase with one of their largest customers in the territory. Sales worked with pricing to create Give-Gets prior to negotiation, took away services of no value to the customer, and added better programming.