Course Summary
- 1 day workshop to prepare to face one of the most challenging commercial situations in contemporary negotiations
- Account team based workshop to prepare to execute Invoice Cost Price increase to trade customers based on clients’ own live upcoming situations
- Planning with ambition
- Internal alignment to prepare for deadlock
- Commercialising the opportunity & ‘the letter’
- Handling deadlock
- Proposing resolution
- Managing the aftermath
- Delivered by ex-senior sales and buying leaders this workshop will prepare you and your team to fully realise your cost price increase in the face of anticipated rejection and challenge from key trade customers or clients.
- Outcomes
- A consistent, aligned, commercial approach to the realisation of Cost Price Increase revenue
- Understanding of the negotiation ‘playbook’ tactics and a constructive plan to counter these to reach a commercially sustainable resolution without trading away value for nothing in return
- Boosted confidence through challenging role play and thorough preparation to handle confrontation and negotiation deadlock
Book your place today
Planning a Cost Price Increase? Speak to us first…
With your customers wanting lower prices whilst at the same time your costs are going up we know that getting a cost price increase away is one of the most challenging commercial situations suppliers can face – with wide ranging implications for your business if it isn’t executed well.
At Sentinel, respected Industry expert and commentator David Sables has designed a one day workshop to help you fully realise your cost price increase in the face of anticipated rejection and challenge from your trade customers. Areas covered include
- Communicating the increase
- Internal alignment to prepare for deadlock
- Commercialising the opportunity
- Handling deadlock and Trading
- Handling tactical buyers
- Getting to resolution and managing the aftermath
- Managing the post Brexit PR angle
The Workshop consists of both theory and execution with both plenary and role play sessions and is delivered by ex-senior sales and buying leaders. You will leave with increased confidence and a consistent, aligned, commercial sustainable approach to the realisation of Cost Price Increase revenue
