Winter Meetings of the Profession
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Thursday, January 24 • 11:20am - 12:30pm
Business Development Breakaway II - Negotiation Strategies & Tactics for BD Success

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Everyone negotiates every day. Negotiations can be as simple as where to have dinner, when to take a vacation, what is an appropriate quote for the business, or who is the best person to lead the negotiations process to win the business. In a world where clients and prospects drive harder than ever before for the lowest price, how do business developers and their firms increase the perceived value of their products, services, and technological expertise? This session provides sales professionals with proven negotiations tools and techniques to help position yourself and the firm to ask for, negotiate and receive the highest value for your products and services. This seminar will help client-facing professionals handle pricing pressures and reduce discounting, while shortening sales and negotiation cycles. Different negotiating styles and approaches will be presented and discussed to help attendees recognize when to stand firm, take a softer position, or perhaps even walk away. It also explores how to use the negotiation process to create “stickiness” and enhance customer loyalty, which often helps to maintain better ongoing relations with customers.

Thursday January 24, 2019 11:20am - 12:30pm PST
Surf C

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