Price negotiations is one of the toughest challenges in B2B pricing. Far too frequently, sales team’s discount unnecessarily or far deeper then needed. Their behaviors aimed at closing deals, while well intended, often have unintentional consequences – they create more price aggressive customers and competitors which result in lower market prices. Additionally, when businesses raise price their success rate is generally far short of expectations. They assume that competitive and market dynamics were not favorable‒their price or price increase was set too high‒when the real reason is often the lack of strong price negotiation skills.

In this course, students will learn how to navigate challenging B2B Price negotiations. Students will learn how to deal with the behaviors of sales teams that lead to unintended consequences. Students will learn proven practical strategies, best practices and tactics needed by sales resources to successfully implement price increases, negotiate deals with no or minimal price decreases as well as have a positive impact on the future market price.

Attendees will learn:

• Behaviors for influencing the market and customers
• Best practices for improving your price increase implementation success
• How to make smart price discounting decisions