Presentation
During a decade of supplier consolidation, professional purchasers have gotten much more proficient at winning price concessions from even their best suppliers. Many have become masters at the game we call Value Tennis. Firing "serves" over the net, they may try to test a supplier's understanding of its added value, instill apprehension, even intimidate. Some of their most effective serves are specifically designed to get discussions completely off the value track and over to other bases for evaluating transactions - moves that lead almost inevitably to price reductions.
Salespeople need to recognize purchasers' strategies, anticipate their serves and return serve effectively. By developing and practicing returns tailored to your offering's value advantage, they can direct a buyer's attention back to the contribution that your product or service can make to their bottom line.
In this session, participants will:
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