This webinar focused on switching the sales conversation from price to value. It discussed how prospects are now more educated and involved in the buying process, making price discussions more difficult. The webinar provided strategies for having a business-focused conversation using the Value Buying Process and focusing on delivering value rather than price. It also offered tips for effective negotiation, including using trade-offs, embellishments and compromise to find win-win solutions while preserving relationships.

1. COMPLIMENTARY WEBINAR
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November 17, 2016 | Julie Thomas
Switch It Up:
Focus on
Value Rather
Than Price
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Switch It Up:
Focus on Value
Rather Than
Price

2. Keep the conversation going…
Live Tweeting for this webinar: @ValuSelling
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ValueSelling Associates, Inc.
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3. © 2016 ValueSelling Associates, Inc. All rights reserved.
How many squares?

4. Prospects are better educated
Salesperson involved later in the sales cycle
More people in prospect organizations
involved in the buying process and want to
influence price
The Price discussion has
become more difficult in recent
years because….
Crowded, noisy marketplace

5. 67% of the buyer’s journey
is now done digitally.
*Source: Sirius Decisions
© 2016 ValueSelling Associates, Inc. All rights reserved.

6. The Value Buying Process
© 2016 ValueSelling Associates, Inc. All rights reserved.
PLAN
POWERVALUE
SOLUTIONPROBLEM
BUSINESS ISSUE
Differentiated
VisionMatch™
CONFIRM
The flow of a business-centric sales conversation…

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8. © 2016 ValueSelling Associates, Inc. All rights reserved.

9. Value and price are not the same thing…
Without the value conversation, the only thing to talk
about, when it comes to price, is how much it costs.
© 2016 ValueSelling Associates, Inc. All rights reserved.

10. What defines a successful negotiation?
A win-win outcome
Reached in an efficient manner
Preserves the relationship
© 2015 ValueSelling Associates, Inc. All Rights Reserved.
© 2016 ValueSelling Associates, Inc. All rights reserved.

11. © 2016 ValueSelling Associates, Inc. All rights reserved.
Deliverables
Terms and Conditions
PRICE
And the fourth dimension… VALUE
Dimensions of negotiation

12. Strategy #1: Trade-offs
Trade off item in one category with item in
second category.
Objective: Meet both party’s needs
How it might sound:
“If you want this product shipped
to multiple locations, are you
willing to accept different
payment terms?”
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

13. Strategy #2: Embellishments
Enhance items in categories other than the one
where there is a difference
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
You may have deliverables that
have little cost but large value…
could you include them?

14. Strategy #3: Compromise
Finding middle ground in the same category
“If we can split the difference,
can we move forward?”
“If…then?”
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

15. Poll
Which of these negotiation tactics have you
used most effectively in the past…OR would
you consider using in the future?
© 2016 ValueSelling Associates, Inc. All rights reserved.

16. Tradeoffs, Embellishments and Compromises
Define your possible strategy for each negotiation category
Category
Prospect’s
Ideal Outcome
Your
Ideal Outcome
Strategy
Terms &
Conditions
45 days On receipt
Tradeoff for
deliverables
Deliverables 30 licenses 35 licenses
Tradeoff for
payments
terms
Price $1,000 $1,500 Compromise
Negotiation Prompter®
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

17. Points to remember
Know
when to
walk away
Maintain
your
composure
Clarify
with lots of
questions
Focus on
issue,
not style
Don’t react,
respond
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

18. Be sure that price is the real issue…
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

19. Be prepared.
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20. Call to action for your next opportunity
Step 1: Think about the Value that you
bring and create questions to uncover it
Step 2: Wait... for as long as possible
before engaging in the price conversation
Step 3: Use the Negotiation Prompter®
to create specific strategies to prepare for
and address your next interaction
© 2016 ValueSelling Associates, Inc. All Rights Reserved.

21. © 2016 ValueSelling Associates, Inc. All Rights Reserved.
The more you know…
Value vs. Price = Leverage
Preparation

22. © 2014 ValueSelling Associates, Inc. All rights reserved.

23. © 2016 ValueSelling Associates, Inc. All Rights Reserved.
 Can’t engage with executives without business acumen
 Investigate, predict and prepare for business conversations
 More conversations lead to more opportunities

24. Save the date!
Our next webinar will be:
Beginning with the end in mind:
Time Management
Strategies for 2017
January 19, 2017 | 10:00AM PDT
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25. At the end of today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides
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27. Thank you!
Julie Thomas| President & CEO
Julie@valueselling.com
+ 1 (858) 759-7954
Linkedin.com/in/julieathomas