The two most common complaints sales managers have about the negotiation skills of their sales people:
- Giving ground too readily
- ...AND often getting nothing in return
The Value Based NegotiationTM (VBN) methodology, offered by CRJ Consulting LLC, provides an effective strategy to help sales people deal with negotiators when win/win techniques don't work.
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| √ CLICK HERE to discuss our approach with a CRJ Consultant. |
There are only two ways to narrow the gap between the lower
price a customer wants to pay and the higher price your company must charge:
- Either convince the customer that the value you bring is worth the difference... OR
- You reduce your price until the customer buys.
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THE VBN DIFFERENCE
There are two main negotiation training approaches in use today:
The first approach attempts to train people on a laundry list of negotiation tips and tactics. While these tips may be helpful, this approach does not offer an organized methodology for planning and implementing a sales specific negotiation strategy.
The second approach is based on negotiation theory and methodology usually developed for labor disputes, arms control talks or other non-sales negotiation situations.
Value Based NegotiationTM strengthens the bottom line. VBN is a proven, sales-specific negotiation methodology that helps people hold their ground in tough, "hardball" negotiations...we make sales people better negotiators.
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OUR APPROACH
We know how buyers think, what their next moves and strategies are. We build this knowledge into our program. Since we work exclusively with sales organizations, we WILL NOT and DO NOT share our strategy with purchasing agents or buyers.
We use the VBN workshop. methodology and coaching process to transfer our negotiation expertise to our clients. We immerse ourselves in our client's negotiation scenarios and apply the VBN methodology to customized, real-life, in-the-field negotiation strategy and tactics.
Our clients ask us to maintain the confidentiality of our work with them. As a result, we do not release a list of clients. We will provide examples of our clients' results upon request.
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AFTER COMPLETING OUR WORKSHOP
Sales people will:
- Make smaller and fewer concessions
- Make concessions only in return for offsetting concessions
- Prioritize concessions based on costs
- Tie corporate profit strategy to in-the-field pricing decisions
- Protect crucial company interests while maintaining relationships
- Respond to the customer request for add-ons with the phrase, "...we can do that, but not at that price."
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WHO WE ARE
CRJ Consulting works globally with Fortune 100 companies. We are based in Santa Barbara, CA and have over 50 years of combined experience running companies and sales organizations. We specialize in improving the top and bottom line by increasing sales, negotiation and leadership performance.
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HOW MAY WE HELP YOU REALIZE
VALUE BASED NEGOTIATION RESULTS?
Please send an email to
info@valuebasednegotiation.com
We'll get right back to you.
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