VBSCNValue-Based Selling and Commercial Negotiation
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English
Advanced
Face to Face
Instructor-Led Training
(F2F-ILT)
Virtual
Instructor-Led Training
(V-ILT)
COACHING
& MENTORING
(C&M)
Self-Paced
Learning
(SPL)
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Course Overview
Value-Based Selling and Commercial Negotiation addresses a moment every sales professional knows well: the client loves the solution and wants twenty percent off, a competitor just quoted lower, and the margin is already thin. The course builds value articulation, price defense, and concession strategy that protects margin without losing the deal. Delegates leave with an objection response manual,
Key Takeaways
1
Articulate value in terms that address the specific objection being raised
2
Defend price credibly without appearing rigid or losing the relationship
3
Apply a concession strategy that protects margin on the terms that matter most
4
Recognize when walking away is the stronger commercial move
5
Use a personalized objection response manual in real negotiations
Certifications
LEORON - Professional Development Institute
LEORON is the leading corporate training and EdTech company in the EMEA region, with the most comprehensive learning and development solutions in all strategic corporate functions, including Corporate Finance, HR, Procurement and SCM, Technology, Quality, Operations and Engineering. Through instructor-led sessions, in-company training, and coaching, our faculty of experts deliver over 1200+ programs annually, while 25,000+ professionals are equipped with up-to-date relevant education and the latest tech solutions across the EMEA region.We help our valued clients with a wide range of services, including Training Needs Analysis, Competency Development and Assessment, and custom-built e-Learning solutions that cater to specific industries and knowledge areas.LEORON mission remains boosting competitiveness of our clients worldwide through continuous learning, while we strive to achieve our vision of becoming the best quality corporate training and EdTech Company in the EMEA and the world.Whether our clients are facing difficulties re-organising their brand, equipping their workforce with an extra set of skills or aiming to assess competencies within an existing structure, our development planning is a great solution.LEORON’s mission is to help our worldwide clients boost their competitiveness by improving the competency levels of their employees, through top quality training and development solutions delivered by unrivaled global experts and facilitated by the best training managers in the industry.
Course Outline
1. Why price objections often mask a value communication gap
2. Articulating value in terms the client actually cares about
3. Defending price without appearing inflexible
4. Concession strategy - what to give and what to hold
5. Walking away well when a deal isn't worth the concession
6. Building your personalized objection response manual
Who Should Attend?
This course suits sales professionals, account managers, and anyone who negotiates commercial terms and regularly faces price pressure from clients or competitors. It is particularly relevant for those working with already-thin margins who need to defend value credibly.
FAQ
Who should attend this course?
Sales professionals, account managers, and anyone who negotiates commercial terms as part of their role.
What is the objection response manual?
A personalized reference of value arguments and concession limits delegates build during the program and use in live negotiations afterward.
Is this course only about price negotiation?
The course centers on price and value conversations specifically, since these are where most commercial negotiations are ultimately won or lost.