Exposing the Secrets of Price Negotiation
How to Neutralize the Tactics and Tricks That Are Decimating Your Margins
Our research shows that very few salespeople have received any sort of formal training specific to negotiation. In sharp contrast, most professional buyers have been trained to use of dozens of highly-effective negotiation strategies, tactics, and outright tricks. How do you protect your margins when your sellers are so outmatched? How do you keep them from falling for every trick in the book? And what does your pricing team need to know to provide another layer of protection? In this on-demand webinar, you'll learn about:
- How to identify a variety of negotiation strategies, tactics, and tricks being used against your team.
- How to arm your sales and pricing teams with simple tools that can help level the playing field.
- How to develop a negotiation training program that suits your budget and appetite for change.
- How to leverage strategic pricing to "rig" the negotiations in your favor before they even start.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Considerations for Pricing Through Channels
How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.
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Manage Your Customer Mix to Improve Profits
It's natural to assume that you need to raise your prices or lower your costs to improve gross margins. But there's another powerful variable in the equation that can help grow profits.
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How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
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Diagnosing Pricing Problems
When companies stop at a default diagnosis of, “Something’s wrong with the pricing,” they never identify and fix the true root-causes of the issues. In this on-demand webinar, learn how to identify the real root-causes behind pricing performance issues.
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Adapting Skills to Thrive in a Rapidly Changing Pricing Environment
