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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Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!
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How to Advance Your Career in B2B Pricing
In this day and age, you can’t just expect things to happen, you have to make things happen. This tutorial explains eight different "plays" to effectively manage and advance your career in pricing.
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How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
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A Modern Approach for Fixing a Costly Profit Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
View This Research
Come Join Our Next Webinar
The Politics of Pricing in B2B
Navigating the Competing Internal Interests Behind Critical Pricing Decisions
