Negotiate Creatively - Highlight Your Value to Protect Profits
In this session led by Catherine Alexander, VP of Training Services, participants learn how to strategically plan negotiations by highlighting their solution's value rather than just defending price, effectively managing discount discussions, identifying concessions, and navigating tense situations to protect profits and maintain strong buyer relationships, based on insights from buyer feedback across thousands of deals.
Plan your next negotiation so you can highlight the value your solution brings, instead of just defending your price.
In tense negotiations, your goal is to safeguard your profitability. But your buyer has needs too. Inflexibility and a lack of creativity in negotiations could make buyers feel unappreciated. If your buyer feels dissatisfied with your willingness to negotiate, it might prompt them to walk away from the deal.
How can you plan for negotiations, strengthen your profits, and protect buyer relationships?
In this session with Catherine Alexander, VP of Training Services, you’ll see how you can emphasize your solution’s value in negotiations and keep the conversation from being all about price. You’ll learn how to:
- Plan your strategy for discussing discounts
- Identify how and what you can concede
- Navigate tense situations to achieve mutually beneficial outcomes
Buyer feedback from thousands of deals has revealed eight selling skills that represent critical moments in your buyers’ decision-making process. This is the sixth session in a series that explores each one.
Excellent Opening Move
You now possess a secret weapon for your negotiations: science-backed strategies.