Conducting price negotiations successfully
Building confidence & an ability to assert during price negotiations
Individual in-house training:
We also offer this price negotiations seminar as an in-house training for your company. In this case, we will tailor the content to your specific needs and to the requirements of the target group.
Also this seminar topic we offer in more than 40 languages.
Price negotiations – Training goals:
Price negotiations constitute a major challenge during the sales process. Trained procurement professionals employ increasingly aggressive strategies for price reductions and rebates. This requires an equal level of proficiency on the sales side of the negotiation table.
This intensive sales training enables participants to effectively prepare and conduct price negotiations. Participants learn the essential communication techniques, psychological and technical 
know-how for remaining calm, competent and in the leading role during challenging price discussions.
Target group:
Employees who actively negotiate the price of their products and services. Employees new to price negotiations will learn fundamental skills, experienced sales professionals will learn advanced techniques and refine their skills.
Seminar contents:
- The effect of rebates on long-term business performance
- Understanding client negotiation tactics
- Addressing the client´s need for price reductions
- Win-win approaches to difficult price negotiations
- Proven techniques for maintaining a sustainable pricing level
- How to avoid pricing wars
- Successfully bringing price negotiations to conclusion
- Avoiding pitfalls during price discussions
Price negotiations – Methods:
- Systematic and immediate input by the trainer
- Practical and activating exercises (partly video based), Role plays, Analysis and Feedback
- Single and group work: e.g. developing an example price negotiation outline
- Work on participants cases, if requested
- Flip-Chart journal