Negotiating and Defending Your Prices
Defend your margins against professional buyers — sell value, resist price pressure and close without unnecessary concessions.
What this program changes for your business
of margin preserved on negotiated deals
fewer discounts under price pressure
more deals closed without degrading value
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal against seasoned professional buyers.
- AI simulations of tough professional buyers
- Role-plays on your real negotiation cases
- Price-defense tactics rehearsed repeatedly
- Structured, activation-ready concession plans
Context
Your salespeople's contacts are putting increasing pressure on prices and seeking discounts that erode your company's margins. You notice that these buyer behaviours destabilise salespeople who struggle to resist this aggressiveness and find it difficult to negotiate counterparts. This program addresses this challenge by delivering the techniques and postures to come out on top in these situations.
Objective
Who is it for?
- Senior salespeople managing complex negotiations
- Key account managers dealing with procurement teams
- Sales managers coaching negotiation skills
- Any commercial professional involved in deal closing
Program Outline
Understanding client buying motivations
- What drives a client's purchasing decisions
- Emotional vs rational buying factors
Understanding professional buyer motivations
- How professional buyers think and operate
- The priorities and pressures of procurement teams
Identifying different buyer tactics
- Recognising common negotiation strategies used by buyers
- Preparing counter-strategies for each tactic
Gathering useful online information on the company and buyer
- Researching the buyer's company context and challenges
- Using digital intelligence to prepare your negotiation
Adapting your posture to the buyer's profile
- Reading the buyer's style and adjusting accordingly
- Balancing assertiveness and flexibility
Presenting and valorising a global offer while relativising price
- Framing your offer as a complete solution
- Putting price in perspective relative to total value
Presenting a minimised offer within the client's context
- Breaking down cost to make it feel manageable
- Using the client's own metrics to contextualise pricing
Handling the 'It's too expensive!' objection
- Proven responses to the most common price objection
- Redirecting the conversation from cost to value
Resisting bargaining pressure
- Holding your ground when buyers push for discounts
- Maintaining confidence under pressure
Reducing incremental discounting
- Avoiding the trap of successive concessions
- Techniques for minimising discount increments
Setting limits and accepting the rupture
- Knowing your walk-away point
- When and how to accept that a deal isn't viable
Closing on a counterpart request
- Always negotiating a concession in exchange
- Turning every discount into a mutual commitment
Training Format
- 2-day intensive workshop (14 hours)
- In-person recommended for negotiation practice
- Maximum 10 participants per session
- Case studies, methods, model sheets, role-plays and debriefing
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Negotiation scenario simulation
Use AI to role-play different negotiation scenarios and practice your responses before a high-stakes meeting.
"Act as a tough procurement director for a large retailer. You want a 20% discount on our annual contract. Challenge every argument I make. Start the negotiation."
Price defence preparation
Generate value-based arguments to defend your price against common buyer tactics.
"The buyer says our solution is 15% more expensive than [Competitor X]. Generate 5 value-based responses that justify the price difference using TCO, risk reduction and ROI arguments."
Counterpart strategy builder
Prepare a list of counterpart requests to use when forced to make concessions.
"If I have to offer a 5% discount on a €200K deal, generate 6 possible counterpart requests I could ask for (volume commitment, longer contract, referral, case study rights, etc.)."
Buyer profile analysis
Research and analyse a buyer's likely priorities, tactics and pressure points before the negotiation.
"I'm negotiating with the head of procurement at [Company X], a publicly traded tech firm. Based on their financial results and market position, what are their likely negotiation priorities and what tactics should I expect?"
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Podcasts about negotiation psychology, procurement tactics and value defence strategies.
AI Role-Play Practice
AI negotiation simulations — practice defending prices, handling procurement pressure and closing deals in realistic scenarios.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
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Interested in this program?
Let's discuss how to adapt it to your team's needs.