Defend Your Position Effectively

At times, the intangible nature of services makes it difficult to defend a service price position. This is particularly true when dealing with tough, professional customer negotiators.

In this online clinic, we detail how veteran negotiators defend their service prices from a position of strength. It's all about doing your homework. Starting with a solid service value proposition, they identify customer needs and wants. They research the competition and acquire skills to deal with purchasing agents.

Learn how to pick your battles and how to prepare in advance. We'll share with you how to prepare management with specific predetermined concessions. We'll explains how to anticipate customer's objections and proceeds to close a deal. You'll appreciate hearing the war stories – including details and numbers.

Clinic Agenda
• The Negotiation Process
• Prioritization
• Preparation
• Implementation
• Closing to win-win
• Examples of Successful and Unsuccessful Negotiations
• Lessons Learned
• Services Negotiation Checklist

How Our Clinics Work
• Participation is limited to a maximum of five participants.
• Leader shares examples, initiates role-play and exercises as appropriate.
• Participants may share their work to get direct feedback and recommendations.
• Past clinics have proven their value at stimulating participants' thought processes with out-of-box concepts, a broader perspective and new insights into classic challenges.

We invite you to participate in a ServicesRevenue Clinic and take away a fact, a tool or a metric to bolster your effort back at the office. Remote participants can interact with the speaker and other participants in real time.

To register, click the "Add to Cart" button below or call 720-746-1900.