Learn to negotiate value over price so that discounting becomes unnecessary.
Price is often the primary consideration when customers are making a purchase. However, research indicates price is least on the list of other important things to consider, i.e. company brand, terms, or service. When selling your highest price product and the customer jumps to discounting price you will know how to be better prepared to show more value and ready to negotiate. Know how to negotiate value verses price is critical to maintaining profit margins you cannot afford to lose.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Attitude Towards Negotiating
- Know Why We Don't Negotiate More Often
- Cultural Differences and How They Negotiate
- Chinese, Japanese, French Cultural Negotiating Differences
Discover How to Uncover the Buyer's Perspective and Need
- Negotiation Starts With Understanding What the Other Party Wants
- Example: How to Discover the Other Party's Desire
- What Are the Things We Negotiate?
- Four Negotiation Outcomes
Know How to Create Win-Win Outcomes
- How to Create a Win-Win Outcome
- How to Create a Position of Power
- Example: Charlie's Story
Understand How to Discover Negotiating Power Points to Avoid Discounting
- How to Discover Key Power Points
- How to Use Power Points When a Request for Price Discount Is Presented
- Example: Vendor Selection Criteria
Discover the Most Common Negotiation Tactics and How to Counter
- Discover the Five Most Used Negotiation Tactics
- Know How to Counter the Five Most Used Tactics
- Know to Prepare to Negotiate
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on August 27, 2020.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Stepp Stevens Sydnor
TurnAround Solutions Inc
- Founder of TurnAround Solutions, Stepp Sydnor Training Solutions and SteppUp Now, a business consulting firm based in Rockwall, Texas
- Authored numerous articles on improving sales, leadership, and relationship skills
- Trained over 500 thousand salespeople and is a consultant in how to engage a buyer and deliver a winning proposal
- Author of 2 Meeting Close Consultative Selling System, Survive or Thrive? Creating the Life You Want Out of the Life You Have
- Can be contacted at www.steppupnow.com
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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