Buyers of services are traditionally price sensitive, however, during or shortly after recessions, price becomes even higher in their psyche. To effectively overcome the issue of price it essential that the buyers focus is switched to the other side of the same equation, which is the value they receive!
By removing the  focus from what a service costs and moving it to what the benefit is to the target and their company, you will reduce and sometimes eliminate the need for a price reduction. Learning how to identify your firms value proposition not only eases the price discussion, but will also have the periphery benefit of increasing your confidence in your own offering, and will also increase client satisfaction.

Course Duration
One day

Who Should Attend
Any individual who will discuss pricing with targets or clients

Format
The course will be delivered in an interactive classroom style with various sessions using pre recorded audio and video materials. The course will also have elements of role play to embed key skills.
 
Accompanying Material
In order to assist in information retention, all delegates will receive the following materials:

• Credit card size process reminders
• A workbook containing training notes and handouts

Course Size
In order that all delegates receive the appropriate level of attention we will limit delegate numbers to a maximum of ten people per course.
 

Part One The Problem with Price
Price is unlike any other pushback. It has a number of complexities, for example, on occasion what appears to be a price push back is actually the attempt to commence a negotiation. Added to which, the complexity of the mixed messages we receive when trying to deal with a price objection creates even more confusion and fear. We deal with the typical western attitude of being reticent to discus money. We also examine the issue that how well we deal with a price objection will normally determine how well we negotiate.

Part Two   The Price Value Equation
In this session we will discuss the two parts to the equation, identifying how buyers create a concept of value, and importantly what we can do to influence that concept.

Part Three   The Process for Dealing with Price Pushback
There are a number of clear and logical steps to dealing with price pushbacks, in this session we explain each step and how to use them.

Part Four   Creating and Delivering  Sales Arguments
When a target raises a price objection they are presenting us with a reason why they should not buy at our price. Sales arguments are the tools we use to counter objections, they are reasons why somebody should buy at our price. In this session we identify how to create sales arguments, and conduct a workshop where delegates create sales arguments bespoke to their offering and firm. The session closes with a round of role play where delegates practice the delivery of sales arguments.

Part Five Closing
Typically the word close conjures up images of slick sales people bamboozling their targets into agreeing to buy something they did not want. In this session we identify the three essential closes required to effectively deal with a price objection the pre close, the trial close and the full close.

Part Six Negotiation
This session introduces the concepts and rules for effective negotiation it  highlights the need for control of the process. We identify the issues a poor negotiation creates and how to avoid that situation.

 
 
 
 
 
 

Pro - Sell 4 Overcoming Price Issues training courses available to book: