PROFESSIONAL PRICE NEGOTIATION MASTERCLASS

Tuesday 5 February 2019 9.30am - 12.30pm - £95+VAT Village Hotel Maidstone, Forstal Rd, Maidstone ME14 3AQ

 

A masterclass with Mike Kingston FInstSMM

PROFESSIONAL PRICE NEGOTIATION MASTERCLASS with Mike Kingston

Tuesday 5 February 2019 9.30am - 12.30pm - £95+VAT 

Village Hotel Maidstone, Forstal Rd, Maidstone ME14 3AQ

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*SPECIAL OFFER*

Stay for both the morning and afternoon masterclasses

Stay for Mike's afternoon 
masterclass and receive a FREE lunch.

Both masterclasses with Mike Kingston

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Increase your average selling price, and with a significant increase in your profit margin, without ever risking a sale.

A half-day masterclass, where you learn key sales negotiating strategies and tactics, designed to increase your operating profit by 30% to 50%.

 

"Your sales-negotiating skills masterclass has reduced the level of discounts given by our salespeople and increased the profitability of our companies. I love your training.

Dr. Maggie Kessler, Director, Banner Chemicals and Surfachem. The UK’s leading independent suppliers of chemicals for manufacturing and pharmaceuticals.

Mike has taught negotiating skills to professional buyers of leading manufacturing and defence companies. He has also trained several thousand salespeople, directors, partners and business owners who attended his sales master classes and seminars with leading regional and city Chambers of Commerce across the UK, with the EEF, MAS (Manufacturing Advisory Service) and other training providers. Mike has additionally taught negotiating and selling skills to over 450 sales teams in-house. These include several global companies based in the UK, Europe, the USA and Asia. 


Don’t give away your profit unnecessarily.

  • Do buyers pressure you to discount- or you lose the sale?

  • Do competitors’ lower prices force you to price lower than you want to

  • Do tough buyers bully you for costly concessions that steal your profit?

This practical sales negotiation skills masterclass doesn’t set out to eliminate discounting or price reductions altogether - that approach could damage your sales. What it does, and does exceptionally well, is teach you (and your sales team) proven strategies and tactics that safely and confidently eliminate unnecessary discounting and price reductions - with no risk of losing an order or contract.

 
 

HERE ARE THE 7 NEGOTIATING SKILLS YOU WILL LEARN IN THIS MASTERCLASS

 
  • 1.

    How you set up realistic price expectations when you meet a prospect. It’s always best to start your price negotiation when you first meet a prospect or deliver a sales presentation, so they know what to expect later.

  • 2.

    How you increase the perceived value of everything you sell. When buyers believe they gain 20% to 30% better value by buying from you, they are less likely to argue about your price for fear of losing you as their supplier. And it's easier to achieve than you think.

  • 3.

    How to say NO to a discount or price reduction demand, without risk. Yes, you can say NO and test the prospect’s walk-away position without ever risking a sale. Mike shows you how.

  • 4.

    How ‘reflective’ questioning encourage greater buy-in and agreement. A subtle but highly effective questioning technique that embeds compelling reasons for prospects to agree your price and terms.

  • 1.

    How smart trading halves or even quarters the cost to you. There are times when you have no choice other than concede a discount or concession. You learn how to reduce that cost to your company significantly. You discover the secrets of ‘Trading Baskets’ and trading profitably.

  • 2.

    How you control the bully buyers who squeeze you for every last penny. Bully buyers often expect you to match a competitor’s unrealistically low price. Discover how you test what they are really prepared to pay? 

  • 3.

    How you make prospects believe they have the best possible deal. Learn how the psychology of playing tough encourages prospects to choose you - a valuable skill, whenever demanding customers press for a price reduction.

WHY YOUR SALES CONVERSION RATE COULD ALSO INCREASE

The negotiating strategies and tactics taught in this master class, instead of risking sales, tend to increase your conversion rate. This may seem counterintuitive, but consider this; when you give away discounts and concessions too quickly, you devalue your products or services in the mind of the customer. When you negotiate professionally, and defend your price, you increase perceived value. Customers value you as a supplier and value what you sell. They prefer you as their supplier. 

 

“I have attended two of Mike's seminars and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner. I have experienced results from the practical application of his ideas. I would recommend his services to both new and experienced sales professionals.”

Mark Whittaker, Business Development Manager, Integral UK Limited (A UK National facilities management specialists)

YOU LEAVE THE MASTERCLASS WITH

  • 1.

    The ability to increase your sales profitability by 20% to 50% without ever risking a sale. senior executives who want to improve their business performance

  • 2.

    Scripted responses that justify and hold your price when prospects demand a discount or ask you to match a rival supplier’s price - and again, with no risk to the sale!

  • 1.

    A developed basketful of trades you offer, instead of cash discounts that reduce the cost to you of what you give away by as much as 50% to 80%. 

  • 2.

    A developed basketful of customer concessions that you request in exchange for a price reduction, to offset the cost of what you do concede.

  • 3.

    A comprehensive workbook, that details all of the strategies and tactics, for you to review again and again, over your working life. Priceless!

YOU DON'T ALWAYS NEED TO REDUCE YOUR PRICE OR GIVE AWAY CONCESSIONS

Upwards of 30% of price-conscious customers still buy from you if you don't give way to a discount demand. And the majority of the remainder will settle for a lesser discount, or a lower cost alternative, when you apply the seven essential strategies and tactics listed below.

Only a small number of customers buy on price alone, and even some of these can be made more profitable with good negotiating skills - and an element of subtle blackmail. 

DID YOU KNOW THIS?

Every 1% sales discount or price reduction costs you 8 % of your profit!(McKinsey and Company, global consultants, on top 1,500 companies profitability. Based on businesses that average 12.5% operating profit.)

Here’s the McKinsey and Company report: https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/the-power-of-pricing.

BUT HERE'S THE GOOD NEWS

McKinsey and Company also said:

‘A price rise of 1 per cent, if volumes remained stable, generates an 8 per cent increase in operating profit.’

Of course, the overall increase in sales income and profit you will achieve depends on your current pricing and discounting policy. If you currently discount and price tactically, to win orders, then it is easy for you to negotiate an average 5% increase in your selling price across all of your sales. That gives you an operating profit increase of 40%, based on McKinsey and Company’s findings.

Just imagine what difference a 10% increase in average selling price would make to the profitability of your business - and remember, this is without ever risking a sale. I’ll case-study how a major UK company achieved just that.

Tuesday 5 February 2019 9.30am - 12.30pm - £95+VAT Village Hotel Maidstone, Forstal Rd, Maidstone ME14 3AQ

PROFESSIONAL PRICE NEGOTIATION MASTERCLASS with Mike Kingston

Enter your details below to book your place 

Tuesday 5 February 2019 9.30am - 12.30pm - £95+VAT 

Village Hotel Maidstone, Forstal Rd, Maidstone ME14 3AQ

We value your privacy and will never spam you or share your details with anyone.

×
 

Contact us..

Call 01732 758530

Email info@bestbusinessevents.co.uk