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Defending Price™ Sales Training

Because B2B suppliers face intense, challenging sales environments, their sales people need the skills to defend pricing and margins. But traditional negotiation training has limited effect. There are no new negotiating tricks, and procurement departments know all the old ones!

“Defending Price” sales training programs are different. Participants learn a rigorous valued-based approach – resisting pricing pressure by quantifying their value; and articulating it in a credible and compelling fashion.

Because value is industry-specific, so is our training. “Defending Price” programs are available for suppliers to the following industries (click on links for program brochures):

Each program features:

Expert instructors with 20+ years of experience in their respective industry domains;
Industry-specific case studies, sales tools and success stories.

Selling Value to Community-based Banks

Winning a Premium Price for Fuel Systems

Selling Value to Hospitals and IDN

“Not only were we able to defend our pricing – we improved it. We negotiated a premium of $3.7 million from one OEM on a single program”

- Supplier of catalyst technology to
the automotive industry

“Very worthwhile. With the benefit of the tools and training, we’re able to do a better job of defending our price!”

- Hanjoon Ryu, VP,Dade Behring

The methodology and approach, formulated by a real understanding of the way customers view investment decisions, provides valuable insight on this critical subject.”

- Sales Executive, Financial Sector Sales, British Telecom

Dates and Locations

We also offer special modules for technology vendors, featuring topics such as selling the value of high availability and security solutions.

Hundreds of suppliers have sent 1000s of their employees through “Defending Price” programs. We take great pride in our clients’ successes – generating incremental revenue and defending margins.

Programs are conducted on-site at your facility and are 1-2 days in duration. For Automotive and Heavy Duty suppliers, public programs are also available.

To learn more, contact us.

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