Value-Based
Sales & Negotiation
Strategy Workshops
- Are your prices under pressure from customers and competitors?
- Do you offer a superior product or service, yet struggle to capture its full value?
- Has traditional sales and negotiation training failed to deliver the results you need?
Your Challenges:
You may be experiencing:
- Undefined value drivers and a prevailing commodity mindset
- Excessive discounting to win or retain business
- A reliance on “cost-plus” pricing or commodity thinking within your sales teams and customers
- Increased discounting in response to perceived pricing pressures
- Complex, challenging negotiations with procurement
- Difficulty implementing targeted price increases
What is a Value-Based Sales & Negotiation Strategy Workshop?
A Value-Based Sales & Negotiation Strategy Workshop is a targeted, cost-effective solution designed to unite your teams around a shared understanding of value. This workshop enables teams to develop new marketing, pricing, sales, and negotiation strategies, effectively mitigating margin risks associated with cost-plus pricing, commodity mindsets, and discounting.
The workshop can be tailored to your needs and run as a half-day, one-day, or comprehensive two-day program.
How it works: A Proven 4-step approach
With extensive experience conducting hundreds of workshops globally for over 5,000 executives, we’ve refined a four-step process to maximise engagement and outcomes:
- Pre-Planning: Collaborate with the management team to define workshop objectives and desired outcomes.
- Pre-Work: Participants complete exercises in the Value-Based Sales & Negotiation Strategy Workbook to prepare for the workshop.
- Workshop: After the workshop, a summary report and quick-win recommendations are provided, with additional services available upon request.
- Post-Workshop: Continued coaching and advice can be offered to support the successful implementation of new strategies.
Onsite or Offsite Locations
Workshops can be held at your premises or an offsite location, providing flexibility to suit your team’s needs.
Benefits of a Value-Based Sales & Negotiation Strategy Workshop
Enhanced Sales and Negotiation Power: Learn advanced techniques to define, communicate, and capture more value in every deal.
Aligned Strategies: Focus on the right pricing strategy and tactics to minimise margin erosion risks.
Cultural Shift: Foster a culture of commitment and ownership around implementing new value-based sales and marketing initiatives.
Workshop Outcomes:
- Develop actionable quick wins and long-term strategic objectives to drive margin expansion.
- Build stronger partnerships with customers to maximise share of wallet, margins, and retention.
- Generate more profitable revenue growth at higher margins.
