New Sales Skills Program Expands to Cover All Opportunities to Maximize Profitability, Not Just Traditional Deal Negotiations
Corporate Visions has expanded its sales negotiations training with the Capture Value® skills program, teaching salespeople how to maximize profitability not only through complex deal negotiations but also by effectively managing contract renewals and strategically communicating price increases to increase revenue, protect margins, and reduce customer churn.
Ensuring contract renewals and effectively communicating price increases with existing customers goes beyond typical negotiations skills training.
Corporate Visions, a leading marketing and sales messaging, content, and skills training company, has expanded the traditional sales negotiations training category with new, tested, and proven competencies for three key moments that salespeople need to master to maximize profitability: complex negotiations, customer renewals, and strategic price increases.
According to Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, traditional negotiations training programs have long focused only on price negotiations. While important, price negotiations are just one of three critical moments where salespeople can either allow value to "leak" out of the customer relationship or capture that value to deliver more revenue and higher margins.
The new Capture Value® skills program helps salespeople master the competencies needed to maximize deal and customer profitability by:
- Managing complex, consensus-driven deals where the buyer seems to have all the power. Sellers learn how to introduce unconsidered needs to create pricing uncertainty and establish pivotal agreements that ensure value is exchanged rather than given away. This approach expands deal size, rallies multiple buyers to a decision, and protects margins throughout the sales process.
- Increasing per-customer profitability by ensuring contract renewals. Sellers are taught a new, tested, and proven framework for communicating renewal messages, which has been shown to increase the likelihood of renewal and decrease the likelihood of switching to a competitor. Mastering renewals is critical, as they are often more profitable than the original deal.
- Communicating strategic price increases. Sellers learn a critical set of principles and a unique, tested, and proven framework for managing this important interaction to boost client profitability.
Riesterer notes that this represents a new category for sales, account management, and customer service skills development, focusing on capturing the most value from a customer relationship—not just minimizing discounting from a single transaction. The Capture Value® program incorporates the latest decision science and research-backed approaches to these three critical moments for maximizing profitability, marking a significant evolution in the traditional negotiations training category.
To learn about the key competencies of Capture Value® and other critical moments in customer conversations, access the eBook, Becoming a Sales Triple Threat.