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.
More Subscriber-Only Resources From Our Library
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Finding Your Path Toward Pricing Improvement
An insightful conversation with Andre Weber of Simon-Kucher & Partners about pricing improvement in B2B.
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The Anatomy of a Successful B2B Pricing Analyst
What key competencies are most important for a B2B pricing analyst to have? This guide covers PricingBrew Network research into the 21 most important attributes, skills, and capabilities for B2B pricing analysts to develop or possess.
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Where Should the Pricing Function Be Located?
Should Pricing report directly to the CEO? Should it be located in Sales, Marketing, Product, or Finance? While none of these organizational locations is perfect, through our research, we've been able to identify and document some of the common pros and cons associated with each location.
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Influencing Internal Pricing Negotiations
In B2B, the most costly pricing negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better pricing outcomes with others inside your company.
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Getting Control of Discounting
Enabling a More Disciplined & Deliberate Approach to Discounting
