Show navigation

Available in:

MP3 Download
OnDemand Course

Build Value Without Discounting Prices

Learn to negotiate value over price so that discounting becomes unnecessary.

Price is often the primary consideration when customers are making a purchase. However, research indicates price is least on the list of other important things to consider, i.e. company brand, terms, or service. When selling your highest price product and the customer jumps to discounting price you will know how to be better prepared to show more value and ready to negotiate. Know how to negotiate value verses price is critical to maintaining profit margins you cannot afford to lose.

Runtime: 94 minutes
Purchase Options

More Program Information

Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Attitude Towards Negotiating

  • Know Why We Don't Negotiate More Often
  • Cultural Differences and How They Negotiate
  • Chinese, Japanese, French Cultural Negotiating Differences

Discover How to Uncover the Buyer's Perspective and Need

  • Negotiation Starts With Understanding What the Other Party Wants
  • Example: How to Discover the Other Party's Desire
  • What Are the Things We Negotiate?
  • Four Negotiation Outcomes

Know How to Create Win-Win Outcomes

  • How to Create a Win-Win Outcome
  • How to Create a Position of Power
  • Example: Charlie's Story

Understand How to Discover Negotiating Power Points to Avoid Discounting

  • How to Discover Key Power Points
  • How to Use Power Points When a Request for Price Discount Is Presented
  • Example: Vendor Selection Criteria

Discover the Most Common Negotiation Tactics and How to Counter

  • Discover the Five Most Used Negotiation Tactics
  • Know How to Counter the Five Most Used Tactics
  • Know to Prepare to Negotiate
Purchase Options

More Program Information

Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

MP3 Download

No credit available.

OnDemand Course

This course was last revised on August 27, 2020.

Call 1-866-352-9540 for further credit information.

Purchase Options

More Program Information

Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Stepp Stevens Sydnor

Stepp Stevens Sydnor

TurnAround Solutions Inc

  • Founder of TurnAround Solutions, Stepp Sydnor Training Solutions and SteppUp Now, a business consulting firm based in Rockwall, Texas
  • Authored numerous articles on improving sales, leadership, and relationship skills
  • Trained over 500 thousand salespeople and is a consultant in how to engage a buyer and deliver a winning proposal
  • Author of Meeting Close Consultative Selling System, Survive or Thrive? Creating the Life You Want Out of the Life You Have,
  • Can be contacted at www.steppupnow.com
Purchase Options

More Program Information

Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

  • Live Webinars
  • OnDemand Webinars
  • MP3 Downloads
  • Course Manuals
  • Audio Recordings*
  • Executive Reports
  • White Papers and Articles
  • Sponsored Live Webinars

Additional benefits include:

  • State Specific Credit Tracker
  • Members Only Newsletter
  • All-Access Pass Course Concierge

* For audio recordings you only pay shipping

Questions? Call 877-296-2169 to speak with a real person.

Sign Up Today
With This Course

Access to all training products for one year
$699/year

Unlimited Lorman Training

With the All-Access Pass there is no guessing what you will need for your yearly training budget. $699 will cover all of your training needs for an entire year!

Easy Registrations

Once you purchase your All-Access Pass you will never be any further than one-click away from attending any Lorman training course.

Invest in Yourself

You haven't gotten to where you are professionally by luck alone; it's taken a lot of hard work and training. Invest in yourself with the All-Access Pass.

Product ID: 405098
Published 2020
Purchase Options

Available in Multiple Formats

Purchase this course and learn on your schedule!