This Price Negotiation Playbook has been created for business leaders, salespeople, business owners, consultants and entrepreneurs who want to grow their business profitably.
There are three building blocks of successful, value-based price negotiations: Value Proposition, Qualification & Information Gathering, and Smart Negotiating Skills. The Price Negotiation Playbook is a practical street-wise toolkit for anyone who wants to sell at higher prices, effectively respond to price objections, protect margins and close deals at full price.
Over 70 pages of scripts, techniques and strategies to help you leverage and master:
- Your Unique Value Proposition and Value Messaging – your Unique Value Proposition Audit, USP Impact. Know What to Pitch to Whom, Your FBPQ Value Proposition Template
- Qualification and Information Gathering including the 9xS method: Situation – Seriousness – Steps (taken) – Solving/ (not) Solving – Spirit – Strength – Solutioning – Summary – (next) Steps
- Price Negotiation Techniques – Negotiation Countermeasures, MEOs, Bracketing, Trading Strategy, and more
- Strategies and Techniques for Crushing Price Objections – Eliminating and Handling Price Objections, Mini Contracts, 5-Step Strategy for Handling Objections, Discounting Countermeasures
Our negotiation training programmes are borne of the demand to deliver practical and comprehensive negotiation strategies, processes and tools, and develop negotiation skills that produce real business RESULTS:
NEGOTIATION INSIGHTS
NEGOTIATION TRAINING PROGRAMMES
CLIENT TESTIMONIALS
It was the best negotiation training I have ever attended.
I have just completed Michael’s negotiation course. Michael made the course very interactive and used a variety of different approaches in his teaching. He is clearly very knowledgeable with regard to negotiation. I used to run internal training courses for several years after receiving extensive training to do so. As a result, I am tough to impress. However, I thoroughly enjoyed the session and gained a lot of valuable learning.
I attended a sales negotiation course run by Michael and he really knows his stuff. The courses he runs are full on and intensive involving group work, exercises and individual feedback. The skills you gain in such a short period of time are priceless. The knowledge gained from the course has significantly improved my negotiation skills and has ultimately helped increase the company sales revenue. I would highly recommend you speak with Michal to see what he could offer.
I have become more mindful of my preparation and time spent before engaging with internal and external customers. Using negotiation skills and planning, I’ve been able to bring in 3 service orders for work (22 days of work, and >$10,000 in revenue).
The Negotiation Training & Intervention delivered by Michael Zieba helped tremendously. The meeting with the customer who used to be very aggressive went very well and they very much want to partner with us to make this partnership successful. We executed our negotiation strategy and the customer has signed the biggest CR in the history of our company – £3.5M. Thank you very much!