The Price Negotiation Playbook (ebook) 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.

You are getting 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


Shift your Focus to Margin Improvement, Sell at Prices Higher than Your Competitors and Increase Revenues by Competing and Negotiating on Value, not Price.

March 12th,

April 16th

One of the toughest challenges that salespeople and business leaders face today is how to compete against lower-priced competitors. How you deal with price and commoditization pressures will determine, over time, whether your business thrives or goes under. Although the outcome of a single sales (price) negotiation may not make a significant impact on a business’s fortune, the tens or hundreds of customer negotiations a typical company undertakes in a financial year have, in combination, an enormous impact on its strategy, operating profits and revenue targets.

An average of 1% price discount may decrease your operating profits by 8%-11%

Nothing will drop profits through the floor faster than letting price slip down a percentage point or two. To be successful, sales teams require skills and an effective real-time process to: maximize the value they create as they sell, capture that value in a deal and beyond, avoid costly concessions in the sales process, and effectively manage price and competitive pressures from customers.