Commercial negotiation masterclass

23. April 2024 10:00 - 10:30 CET

12. Juni 2024 10:00 - 10:30 CET
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While many manufacturers boast highly technical sales forces proficient in explaining product features in utmost detail, our project experience reveals untapped potential in boosting commercial skills.

Sales teams face continuous negotiation scenarios, from pricing adjustments over ordering behaviour to closing deals/securing projects. Success is thus based on meticulous commercial preparation and a structured approach. Challenges such as buying center analysis, crafting non-monetary concessions, and assessing bargaining power must be systematically addressed prior to negotiations. Also, negotiation objectives from price increase levels until logistics terms should be predefined diligently.

Valuable practical knowledge in 30 minutes

Join our 30-minute live-masterclass to optimize your sales representatives‘ and key account managers‘ abilities.

Led by our partner Michael Fechner, with 18 years of expertise in sales and pricing, this masterclass covers essential topics including:

  • The critical role of pricing in negotiations
  • Proven negotiation framework to empower your sales force
  • Do’s and don’ts of effective negotiations
  • A glimpse into cutting-edge negotiation tools

Each participant can submit individual questions in advance or to discuss them directly in the webinar.

If you have any questions before or after the webinar, please feel free to contact our expert Michael Fechner (Partner) at any time.

Register now

Don’t miss out on this opportunity to elevate your team’s negotiation prowess and drive greater success in every deal.

Michael Fechner von Roll & Pastuch

Michael Fechner

+49 (0)176 133 27 118
Michael Fechner ist Partner bei Prof. Roll & Pastuch - Management Consultants. Seit über 18 Jahren ist er weltweit als Berater für internationale Großkonzerne und mittelständische Unternehmen tätig. Vor seinem Einstieg bei Roll & Pastuch war er als Projektleiter bei Simon-Kucher & Partners tätig und arbeitete dabei mehrere Jahre in London. Sein Schwerpunkt liegt auf den Bereichen Strategie, Vertrieb und Preismanagement. Herr Fechner publiziert Fachartikel und spricht zu praxisbezogenen Strategie, Pricing- und Vertriebsthemen. Mehr erfahren