Price Negotiations: The Key to Success

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Why do most sales people discount far more often and far deeper than needed? Leading causes are related to their courage, confidence and conviction in achieving their fair price. Even experienced, good sales negotiators – the ones that close the deals – faulter went it comes to the skills needed to know when to discount their price and by how much. This is a sobering reality considering most B2B companies are facing ever increasing challenges in their pricing environment.

Join Joanne Smith, President of Price to Profits Consulting, former DuPont Pricing Leader and author of “The Price Negotiation Playbook”, as she shares practical approaches to improve your sales team’s price negotiation skills. This is based on Joanne’s extensive experience with hundreds of B2B businesses to significantly improve your ability to stop excessive price discounts and to effectively raise price. Attendees of Price Negotiations: The Key to Success will learn:

  • The importance and value of good price negotiation skills
  • How to assess your sales team’s price negotiation skill level
  • Where sales teams often go wrong with price negotiations
  • The key skill for price negotiation success

Joanne Smith

Joanne Smith

Joanne Smith is the President of Price to Profits Consulting, formerly the DuPont Corporate Head of Marketing and Pricing and the author of The Price Negotiation Playbook and The Price and Profit Playbook. She focuses on helping B2B companies transform their pricing performance. At DuPont, she was instrumental in creating the pricing organization, which transformed DuPont from weak to outstanding pricing performance. Check out her website at

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