Hire a Speaker at Ovson Communications

Winning Negotiations in a Competitive Market
How to Out-Negotiate the Competition When Price is the Issue

  • Audience: Sales, Anyone who negotiates
  • Duration: Customizable, 2 to 28 hours

Beat the competition! Are your customers focusing more and more on price alone as their biggest concern? Do they lock you into price-focused discussions and try to ‘commoditize’ your products or services? Are they asking you more and more to ‘bottom line’ your numbers in order to compete with the other vendors? Have you developed an understanding of your value in this market? Can you sell it? Times are tough, sales are hard, and we need to make sure our sales representatives have all the best skills to represent us in this highly competitive world. Can you combat this and beat your competitors? You bet you can! Let us help your employees or association members develop a sales and negotiation approach that increases their skill, confidence, morale, and profits.

BENEFITS OBJECTIVES
  • Increase sales and revenues by negotiating better contracts
  • Beat the competition by promoting value over price
  • Gain awareness of their own strengths, weaknesses, and conflict styles
  • Individually have the skills to earn more money in competitive sales situations
  • Gain confidence to work through difficult sales conversations
  • Expand account margins
  • Strengthen your company’s reputations for quality, reliability, technicalleadership, and value-added business partnership
  • Speed up sales cycles

At the end of this workshop, participants will have the resources, understanding, and tools to:

  • Understand and use the Seven
  • Principles of Sales Negotiation
  • Prepare and set high goals
  • Handle and overcome conflict situations
  • Develop probing questions that clearly define customers’ needs, extract hidden needs, and break down defenses to generate agreements
  • Analyze and respond positively when customer negotiations focus only on price
  • Develop and use assertiveness to get what you want
  • Develop a concession plan that trades small for large concessions
  • Customize a Price-Focused Negotiation checklist and planner to prepare for everynegotiated sale
Ovson Communications now offers a Free 20-Minute Consultation to assess your training needs.
Contact us today for your free consultation.

Free Downloads