THE VALUE MANAGER ©

FINAL NEGOTIATIONS AND PRICE DISCUSSIONS

The VALUE MANAGER  © is an experienced and skilled negotiator who strives for parity in final negotiations by using value-based negotiation strategies in order to meet buyers and decision-making authorities at eye level and consequently achieve more deals with better margins.

Through the combination of ZOPA negotiation techniques with mediator-based VALUE-ARGUMENTATION, you will be able to master crucial price negotiations and close final agreements with superior results.

COURSE CONTENT - Final Agreement

Salespersons learn and train how to ...

  • perform Buyer 4.0 aligned PRESENTATIONS OF QUOTATIONS,
  • apply STORY TELLING and VISUALIZATION TECHNIQUES,
  • use the Value Chain © to lead the conversation,
  • manage the BUYING CENTER in a differentiated way by “tailoring” CUSTOMER NEEDS,
  • design a VALUE PREFERENCE GRID for this purpose,
  • prepare for a FINAL NEGOTIATION,
  • create a NEGOTIATION STRATEGY,
  • use ZOPA NEGOTIATION TACTICS,
  • define goals and NEGOTIATION PARAMETERS,
  • prepare for critical NEGOTIATING POSITIONS,
  • plan and reduce NEGOTIATION RISKS that may arise during negotiations,
  • use differentiated VALUE ARGUMENTATIONS for price statements and push backs,
  • deal with different CHARACTERS OF NEGOTIATORS,
  • address typical BUYER TACTICS,
  • develop a GET-TO-GIVE MEDIATOR concept,
  • create a CONVERSATION PLAN along with MILESTONES to manage the negotiation masterfully,

VALUE-based NEGOTIATION STRATEGIES ultimately lead to more deals and higher margins as sellers shift the buyer’s focus from prices and costs to benefits and profits.

The negotiation training uses a special dialogue model with a set of conversation tools from the DIALOG FRAMEWORK. The goal is to take the lead in final negotiations in order to consistently close the deal and impose prices in the best possible way. The tools are based on the principles of VALUE-BASED SELLING in combination with new Buyer 4.0 dialogue elements.

Dialogue Framework Components

    • the Sweet Spot Presentation
    • the Customer Business Need
    • the Solution Story
    • the Value Message
       Competence Statement
    • the Business Statement
    • Whiteboard and Storytelling Techniques
    • the Final Check based on the Check-and-Balance Dialogue
    • Dialogue elements for different negotiation strategies and price positions
    • the ZOPA Dialogue concept
    • the Value Proposition
    • the Get Give Mediator 
    • the Final Agreement
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