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