NEGOTIATION training programme How (not) to negotiate your price and create value

Provided your pricing policy is already well established and up to date, the challenge is to get every sales contact to buy into it.

How to sell your price to future customers
Defend your price or create value?

👨‍💼 👩‍💼 Who is this training for?

For SMEs and large companies active in B2B, for:

• Sales Managers
• Sales directors
• Account managers
• Salespeople
• Internal Sales
• Managers of micro-businesses or SMEs in charge of sales

🤝 After this training:

• You will have concrete tools to manage price (non-)negotiation effectively.
• You will have discovered the best practices in this area
• You will have advice to help you meet your challenges.
• You will be able to sell more often and at the best price, the one that best suits your customers.

👉 Training content

Over the 3 modules, we will focus on the following components:

The value component

• Price image
  • Comparison
  • Discounts
  • Value
  • Trust
• Brand (de)valuation
• Assessing customers' budgetary capacity
• Understanding what will create value in customers' eyes
• Reducing the risks and the importance of price by highlighting how well the solution fits the needs of the business and of the individual

The communication component:

• Mastering the opening offer
• Retention policy / loyalty programme
• Promotions, discounts? The risks of negative promotions
• Legal obligations
• Dynamic pricing: certain periods, certain variations
• Communication strategy, website, public price lists… or private ones (tailored offers)

The sales component:

• Respecting the stages of negotiation
• Breaking down the price to make it non-negotiable
• Is the salesperson convinced or not? Of their price, of their services?
• Various techniques: market trader, sandwich...

📋 Training methodology

The sessions are interactive (participatory and inductive) and take place by video conference or in person.

• We put you in touch with people who are in a similar situation and facing the same challenges.
• We give you all the time you need to share experiences and discuss specific cases.
• We provide you with the theory in advance (preparatory pack) and you send us your questions and examples.
• Our experts combine their know-how with practical tips and tricks.
• Polls and brainstorming sessions encourage co-creation following a clearly defined approach and line of conduct.
• Between sessions, personal action plans guide each participant according to their own needs.
• An app encourages you to take on additional challenges to combine enjoyment and learning

Throughout the programme, you will gain new ideas and new perspectives that you can put into practice straight away.

🎤 About the expert

Stéphane Depaepe Founder of PHCom and of the ImproTraining programme, he has been a business consultant for more than 20 years. His job: helping businesses grow through better organisation and the introduction of appropriate sales approaches. More than 5,000 people have taken his training programmes. Every year, more than 4,000 sales meetings are organised using his market activation methodology… with the price negotiations that go with them

📝What are the dates?

For companies wishing to take part in the inter-company programme, the dates are still to be confirmed

This training programme is also available as a tailored in-house course (minimum 2 people). Please call us on +32 2 702 64 74.