THE PRICE MANAGER ©

NEGOTIATING PRICES AND DISCOUNTS WITH CLIENTS

The PRICE MANAGER © is trained to handle different price discussions with customers in a superior way and in the same way to argue price increases in order to enforce risen prices in the market in the best possible way. For this purpose, sellers use various DIALOG MODELS to address the specific scenarios in a differentiated manner and they are also familiar with all current methods, tactics and concepts relating to price negotiation.

With the newly designed CONVERSATION MODELS and tactical procedures you will succeed in managing critical price negotiations, defending your deadlines confidently and enforcing the targets set in terms of margin and price levels in the most effective way possible.

COURSE CONTENT - Price Negotiations

Salespersons learn and train how to ...

  • successfully take advantage of the PSYCHOLOGY OF PRICE NEGOTIATIONS in order to
    • understand the BACKGROUND and MOTIVATION for price negotiations
    • know typical BUYER TACTICS ,
    • know how to react to them in the best possible way,
    • understand what are the BIGGEST NEGOTIATION MISTAKES sellers can make,
    • adopt the most proven NEGOTIATION TACTICS,
    • have knowledge of the different TYPES OF PRICE CONVERSATIONS and
    • apply the appropriate NEGOTIATION STRATEGY.
  • react to PRICE ATTACKS of competitors with different PRICE DIALOGUE MODELS, depending on whether they are
    • Low-Cost-Providers and trying to take away business from us through aggressive price offerings,
    • Specialists and attack our current position with special solutions,
    • Competitors who want to squeeze and replace us.
  • argue and enforce at customers
    • GENERAL PRICE INCREASES or
    • PRODUCT-SPECIFIC PRICE INCREASES

When negotiating prices with customers on the basis of value, sellers use special dialogue elements from the DIALOGUE FRAMEWORK in combination with a range of conversational tools to take the lead in the negotiation and to counter the usually dominant position of the buyer at eye level. Here, the tools of VALUE SELLING in combination with new Buyer 4.0 dialogue elements are helpful to successfully implement the price argumentation and negotiation strategy:

Dialogue Framework Components

  • Dialogue Model to address the situation of GENERAL PRICE INCREASES to be enforced in the market on a regular basis.
  • Dialogue Model to address the situation of PRODUCT-SPECIFIC PRICE INCREASE in the case of individual price adjustments.
  • Dialogue Model to handle PRICE NEGOTIATIONS with customers, if price attacks are driven by competitors to oust existing suppliers.
  • Corresponding dialogue elements and conversation tools from the framework portfolio to establish the concepts and moves.
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