Selling Series: The Art of Negotiating Without Giving Away Margin

Description

The Art of Negotiating Without Giving Away Margin

Negotiation is often seen as a battle over price, but in reality, most negotiation pressure is created long before pricing is discussed. This session reframes negotiation as a process issue, not a closing tactic. Participants will learn how to reduce price pressure, protect margin, and negotiate with confidence by addressing the real causes of negotiation earlier in the sales process.

Issues addressed: 

• Constant requests for discounts or concessions
• Feeling pressured to “give something up” to close
• Losing margin to win deals that weren’t properly qualified

Objectives:

• Understand why negotiation pressure shows up late in the sale
• Learn how to prevent unnecessary negotiation
• Develop strategies to protect value and margin confidently

What is Selling Series?

Selling Series is a quarterly professional development program designed to equip sales professionals with practical tools, fresh perspectives, and timely strategies to stay sharp in an ever-changing market. Each session focuses on a relevant sales topic, from prospecting and communication to closing, follow-up, and client retention, offering participants immediately applicable insights that support stronger results.

Led by an experienced practitioner, each installment blends expert instruction with peer learning, discussion, and real-world examples. Whether you’re new to sales or a seasoned pro, Selling Series provides a consistent opportunity to refine your skills, learn what’s working now, and stay connected with a community of growth-minded professionals.

 Specific session information will be released soon!

Meet the presenter: 

Greg Orth, Sandler Training

Greg Orth is the Owner and President of Sandler Training in Lancaster PA as well as being a certified DISC instructor.   Sandler Training builds sales, management, leadership, behavioral and customer service training programs to suit the individual business owner or professional as well as programs for larger organizations.  Our success is achieved through on-going, reinforcement programs that include assessments, weekly training sessions, one-on-one coaching and customized in-house training programs.