Negotiating Price And Protecting Your Margins

Overview

Develop your negotiation skills through a pragmatic and effective

approach centered on prices and margins.

Who should attend

Account managers, business development managers, sales and commercial managers/directors. It is beneficial also to all personnel involved in negotiations and to those who contribute to establishing, articulating and delivering value to customers.

Course objectives

By the end of this highly practical course you will be able to:

> Improve the gross margins of a deal by reducing price erosion

> Understand the customers' 'perception of value'

> Enhance the negotiation strategies and techniques used

> Know how to establish better value in the minds of one's customers

> Gain greater confidence when going into and conducting negotiations

Course content

Identify the Stake of a Negotiation

> The objective: creating value and protecting margins

> The constraints: Identifying the bottom line and the price limit

> Adapting your strategy to the client

> Coming up with a positive result

Evaluate your Current Negotiation Style

> Identifying your strengths and weaknesses

> Identifying your objectives and limits

> Analysing your successes and failures

Prepare the Negotiation

> Setting objectives and devising a selling strategy

> Defining, articulating and positioning business value

> Knowing the purchasing cycle: how and when to gain client commitment

Approach your Customers

> Identifying customers' buying processes and needs

> Understanding customers' 'perception of value'

> Implementing a sales strategy

> Emphasising superior value throughout the entire sales cycle

Master the Negotiation Process

> Opening the negotiation and taking control of the process

> Conducting the negotiation

> Gaining cooperation from others and practising active listening

Keep your Margin and Close the Deal

> Take it or leave it: dealing with pressure and objections

> Selling value instead of negotiating price

> Avoiding common mistakes

> Building confident relationships with clients

Training Method

Participants will take part in practical exercises and have the opportunity to reinforce their learning and apply the techniques learnt.