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Defending your prices, protecting margins and negotiating successfully
A discount should not be your only response to a price objection. Make your offer's value clearer, prepare your arguments and choose concessions methodically. Strengthen your ability to protect margins while seeking an agreement that preserves the business relationship.
- Duration
- 2 days 14 hours
- Code
- VEN03FR Code
Presentation
In recent years, the sales profession has undergone rapid, profound change. Faced with difficult economic conditions and a highly competitive environment, businesses are under considerable pressure from customers and prospects. The lowest prices, the most favourable financial terms, free services and benefits of every kind are among buyers' and consumers' demands.
In this context, knowing how to respond when you are asked to make an additional concession is essential. You may face threats to take business elsewhere, bluffing, manipulation or even coercion. This course provides answers to these concerns.
You will explore the commercial landscape and how to choose a pricing and sales terms strategy, as well as how to prepare negotiation tactics. You will learn to make your case and resist haggling, strike the right balance between concessions and reciprocal commitments, and conclude and manage commercial agreements.
Objectives
Target skills:
- Use effective methods and tools to achieve profitable sales with demanding customers, including seasoned negotiators.
Learning objectives:
- Understand consumer behaviour and the financial context of the sales profession.
- Assess the financial consequences of your sales efforts.
- Learn and apply the PACTE method to negotiate simply, pragmatically and rigorously.
- Prepare negotiation meetings and plans effectively: relationship analysis, customer/referrer profitability, target objective, room for manoeuvre, limit position, breakdown threshold and risks, etc.
- Justify the price of a service or product to a buyer and defend your sales terms.
- Analyse and reverse a power imbalance.
- Negotiate profitable commercial agreements.
Program
Module 1: understanding the market context
- Changes in customer behaviour.
- The impact of economic conditions.
Module 2: defining a pricing and sales terms strategy
- Understanding the sales objective to optimise financial results.
- Mastering pricing strategies and establishing robust terms.
- Discussion of pricing and the different ways it is expressed.
Module 3: preparing your negotiation strategy
- Developing a facilitative attitude in negotiation.
- The PACTE negotiation method and its 5 stages.
- Defining objectives, requirements and room for manoeuvre.
Module 4: making your case and resisting haggling
- Techniques for defending your position and making practical arguments.
- Handling objections to high prices.
- Persuasion techniques and the four Cs rule.
Module 5: balancing concessions and reciprocal commitments
- The importance of balancing concessions made with commitments obtained.
- Rebalancing the power relationship between customer and salesperson.
- Techniques for reversing a power imbalance.
Module 6: finalising and managing commercial agreements
- Techniques for negotiating a package or individual points.
- Pre-closing techniques and limiting the negotiation scope.
- Managing partial agreements and activating decision-making levers.
- The art of saying no while preserving the quality of the relationship.
Audience
This course is intended for:
- customer advisers who understand sales fundamentals;
- key account managers;
- sales or technical sales professionals;
- business account managers.
Prerequisites
No specific skills are required for this course.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
Course highlights
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.