Dealing with Negotiation Challenges

When negotiating pricing challenges:

• Do: Move the conversation off price and back to value
• Do: Get creative with financing
• Do: Remove features to match the new price

• Don't: Assume you have to go lower
• Don't: Give something away without getting something in return
• Don't: Assume the customer knows what they need.

When negotiating challenges from competitors:

• Do: Articulate clearly what you offer that your competitor does not
• Do: Challenge claims made by the competitor

• Don't: Cut prices just because
• Don't: Make personal attacks

Overview/Description

It's a fact of business life that most deals aren't made from the initial proposal. Most of the time, negotiation is necessary to come to an agreement that works for the customer and the vendor alike. This Business Impact Series product follows a negotiation between a customer and a sales professional for a retail payment processing program.

Target Audience

Experienced sales professionals who wish to improve their ability to deal with negotiation challenges