Area of expertise
Key account sales negotiation
Defending your margins is not something you improvise.
A key account up for renegotiation, a strategic tender, or the threat of being delisted: these are moments where organisation and preparation make all the difference. We prepare your sales teams, strengthen their stance, and when the stakes justify it, step in directly alongside your leadership.
When we step in
How we work
We analyse the history of the relationship, the real balance of power, the client's alternatives (their BATNA), and the intangibles that set you apart. That tells you how far you can hold, and how far you must concede.
We prepare the sales team with realistic scenarios, answers to the predictable objections, and simulation exercises. Your team walks in with a strategy, not with instincts.
We help put a value on the intangibles, service, lead times, innovation, relationship, to offset the pressure on price. The goal: never compete on price alone.
On the highest-stakes accounts, one of our experts can attend the final negotiation to reinforce the credibility of your position and advise in real time.
What you get
- ✓One-to-one coaching of your key negotiators
- ✓Full-scale simulation with immediate feedback
- ✓A method for valuing intangibles, to escape the price-only debate
- ✓Building a credible BATNA that strengthens your stance
- ✓Lasting skills transfer into your teams