Negotiating prices successfully
Stand by your prices. Shape commercial terms. Protect margins.
For sales professionals, key account managers and sales leaders.
Price negotiations are among the most consequential activities in sales. Even small changes in prices and terms can have a substantial impact on business performance.
Price talks can be particularly challenging. Customers expect concessions, cite competing offers or question necessary price adjustments. Sales teams need to defend their commercial interests while maintaining long-term customer relationships.
This training focuses on the demands of negotiating prices and terms in B2B sales.
Participants learn to prepare price discussions thoroughly, explain the commercial value of what they offer and respond effectively to demands and objections.
Participants assess the financial consequences of their options so they can decide which customer requests to accept and use concessions strategically.
Training topics
- Understand the financial impact of prices, discounts and terms
- Prepare price changes and adjustments
- Assess customer interests and room to negotiate
- Make a convincing case for the value of your offer
- Respond to price objections and requests for concessions
- Make concessions deliberately and negotiate what you get in return
- Make commercially sound decisions under pressure
My training approach
Practical exercises and simulations draw on typical challenges in industrial B2B sales. We can also work through actual pricing and negotiation situations from your business.
Group size
2–10 participants
Duration
1.5–3 days, depending on the agreed scope
Objective
Build the ability to defend commercial interests while developing lasting customer relationships.