What to Look for in a Pricing and Negotiation Training Workshop

Carl Erickson

As a sales professional in a complex services or software organization, it makes a lot of sense to continually refine and enhance your pricing and negotiation skills. The facts of business today mean that pricing and negotiations discussions are becoming more and more complex as large organizations have more diverse needs and more stakeholders approach negotiations in search of a wider range of outcomes.

Is a course on pricing and negotiations skills the way to go to help you build upon your skill set? It depends. There are numerous programs and workshops being offered regularly around the globe. Many purport to provide insider tips, secrets or tricks to achieve more effective negotiations. Some may offer real insights into the actual negotiation skills that are essential for an organization to develop relationships and increase sales effectiveness. However, few seem to understand that it is the pricing discussions across the sales cycle that set up the negotiations discussions and the vast majority of issues emerge from failing to have those discussions at the right time in the right way.

Bringing the Workshop to You

Beacon has a track record of conducting pricing and negotiating successfully on behalf of clients and, through our proprietary Win-Loss Analysis methodology, seeing what has gone right or wrong in our own clients’ negotiations. Through this experience, we offer our clients much more than the standard insights and long lists of very broad best practices. Instead, our trainers come in with specific knowledge of the business sector in which an organization thrives, and quickly assess the specific intra-organizational issues that may be contributing to negotiations breakdowns.

In this way, our pricing and negotiations skills training programs can provide a more robust and rich experience than is offered through the travelling negotiations workshops that while helpful, often focus on broad themes of strength, power and winning rather than the more complex and refined skills such as relationship analysis and message adaptation that can be immensely valuable in both early-stage and late-stage negotiations.