FIROVIA Developing people and organisations to achieve excellence in business performance

An ever popular trend being exhibited by consumers is the view that the price on the tag is not necessarily the price that needs to be paid. As a result negotiating a sale has become a much more regular feature of the sales process. The buyer’s concept of negotiation is to commoditise the product or service. The sales negotiation challenge is to differentiate and show the value-added benefits. With concessions leading to a fall in margins and profitability, it is essential that your sales teams are able to minimise discounts and still conclude highly profitable deals whilst operating in tough competitive markets. This may not sound like an easy task, unless of course you have been on this course.