How to Capture Value™ Using Deal Negotiation Techniques

Deal negotiation is a huge part of driving profitable growth. But that’s only one of three key moments of truth where salespeople can either allow value to leak out of the customer relationship, or they can Capture Value and deliver more revenue and higher margins.

Capture Value™ Skills helps salespeople master the competencies needed to maximize deal negotiation techniques and customer profitability throughout the customer lifecycle—not just during the deal. Reps will learn how to capture more value by managing consensus-driven deals where the buyer seems to have all the power; increasing per-customer profitability by ensuring contract renewals and communicating strategic price increases in a way that produces the most favorable outcomes.