Successful Price Negotiation
Seminar objectives
The participants
- know the benefit arguments
- will be able to appropriate best for the price discussion
- choose the right time to state the price
- convince the customer using benefit argumentations
- react in a professional manner to the main arguments (too expensive, the competition is cheaper, calls for discount)
- analyse the customers after sales needs and organize it systematically
- will be aware of their personal effect in price negotiation and learn to optimize it
Contents
- Attitude towards price negotiation
- Preparation
- Price-benefit-relationship
- Customers value
- Customers arguments
- Customers future needs
- Data registering and structuring
- To meet customers after sales needs
- Finding demands
- Price negotiation
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target Groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Successful Price Negotiation" as PDF-Download 
