Negotiate On Value, Not Price

Stop price-focused negotiations with a process based on value

This isn’t your typical negotiation training.

You're not negotiating hostages or trying to buy a used car. You're trying to close large deals that preserve margin, grow value & enhance ongoing relationships. That’s why our negotiation methodology is focused on just that, SALES.

Organizational Alignment
Ensure your entire organization has agreement on what makes a great deal and how to execute based on that agreement in the negotiation process. 
Develop a Value Negotiation Process
Integrate the negotiation process early in the sales cycle.  When your salespeople execute in a way that builds value early, they’ll close great deals.

 

Change the Procurement Conversation
Equip your teams with the tools, processes and content that give them the confidence to effectively maneuver through procurement and legal strongholds.

 

Negotiation Framework that Drives Execution
Provide teams with a tool that defines give/gets, anchors and multiple options that give salespeople the power to execute a value based negotiation.

 

Top Sales Organizations & Value Negotiation Success

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Avid
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Customized and Relevant

This isn’t your average negotiation training

Our sales negotiation training is just that - it’s meant for salespeople and any other customer-facing role. We make it our mission to fully understand your business. Our programs are highly customized so they’re relevant to your industry, buyers and organizational structures.

Changing Your Conversation with Procurement

Watch this On-Demand webinar to explore how shifting
your negotiation approach can expand the potential value
your reps bring to the table in every deal.

Watch the Webinar 

Ensure Organizational Alignment

Gain Agreement on Key Deal Components

What are the must-haves in your deals? What does finance and legal want to ensure are in every closed opportunity? How do negotiations play out daily across the entire customer experience with sales, pre-sales, services, customer success and account management teams? We’ll teach your entire customer-facing team to build and protect value at every state of the customer engagement process.

Preserve Value and
Minimize Discounts

Make Negotiation an Organizational Competency

The only way to guarantee your organization can close great deals repeatedly, is to equip your account teams with the ability to treat negotiation as a process, not an event. In the first meeting with a potential customer, you’re focusing on value and it doesn’t stop just because you get a signature.

An On-Demand Digital Content Hub that Accelerates Adoption

The Command CenterTM  is a mobile application and engagement platform that accelerates adoption by giving your reps, managers and executives 24-7
access to content, 
tools and resources that support your engagement.

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What Value Negotiation Teaches

Provide the structure that creates and captures value and
gives your account teams the ability to execute repeatedly.
Understanding of how to begin negotiating on value early in the sales process
How to confidently defuse and manage customer tactics
Ensure alignment to minimize internal negotiations
Ability to coach direct reports on value negotiation skills, best practices & processes.
How to create a negotiation strategy for each deal
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“I don’t think of a sales methodology. I think of it as a business methodology for pursuing the top line across the company.”

Bob Brennan, Chairman and CEO

Read the Full Case Study

Our Process Makes Us Different

Our experience ensures results.

Discovery

1. Discovery

We begin every Value Negotiation engagement with a discovery phase.  Our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. We want to ensure we understand everything that impacts your current negotiation process. 

Senior leadership plays an integral role in ensuring that we gather the needed information from your internal players and your customers to ensure that your Value Negotiation program is the right fit for your organization.  

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Workshops

2. Workshops

This step is where your cross-functional leadership teams create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge of senior members from your sales, marketing, product, services, legal and finance teams to create the needed content for integration and delivery. 

This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these workshops are a critical component to achieving the cross-functional buy-in that results in bottom-line impact. 

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Integrate

3. Integrate

After the workshop phase, we integrate the developed content into our baseline curriculum. We also identify and develop any new materials that are needed to support the negotiation training. We want to ensure that everything rolled-out to your customer-facing teams has cross-functional agreement and is relevant to their negotiations. 

During this process, we also make sure that you are in full agreement with what we are presenting to your teams during delivery. 

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Deliver

4. Deliver

Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages.

Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world negotiations. Our facilitators are seasoned sales negotiators that bring the value negotiation approach to life through their experience. Pre-work is delivered via our Command Center engagement management system. 

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Sustain

5. Sustain

During the sustain phase, we help you ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.

Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities they need to do to leverage Value Negotiation on every deal. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology. Many clients also choose to take advantage of our Must-Win-Deal Coaching program during this stage. 

 

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This Isn’t Your Average Negotiation Training

Contact Us for More Information on Value Negotiation