Sell the benefit, not the price

Service Description

Price is often the most visible part of a proposal, but it is rarely the only factor a customer considers when making a decision. When the conversation turns to price, the challenge is not simply to defend the proposed price, but to clearly demonstrate the value of the offer and negotiate in a way that preserves both the good relationship with the customer and our commercial interests. This practical 90-minute course will help participants shift the conversation from price to product benefits and approach negotiations more confidently. They will learn how to successfully present their proposal, respond to discount requests, present alternatives other than price, and achieve solutions that are beneficial to both parties. The course is suitable for: - Startup founders - Consultants - Service businesses - Small business owners - Freelancers - Anyone who wants to be more confident in presenting their offer and achieve better results in negotiations Key topics: 1. Value vs. price: how customers perceive value and why reducing the price is not always the best solution; 2. How to present your value: how to position the offer in relation to the priorities and expected results of the customer; 3. How to respond to pressure to reduce the price: how to respond to requests for a discount without immediately reducing your margin; 4. Negotiations: how to discuss different parameters such as scope, deadlines, volume, payment terms or additional value; 5. How to achieve a mutually beneficial solution: how to negotiate in a way that protects your value while maintaining a good relationship with the customer. At the end of the course, participants will learn how to: - Present their offer more clearly and confidently; - Shift the sales conversation from price to benefits; - Respond to discount requests without automatically lowering their price; - Identify parameters other than price that they can negotiate on. Practical application: Participants will work with a realistic case study related to price or negotiations and will apply the learned models to prepare their own approach to the situation. 90 min. / online course Available in Bulgarian and English. Sign up for the course and receive a 20% discount on any other sales-related course with Kalina Krasteva that you enroll in at ProGrowth Academy.