Our Client's Customer

A major broker.

The Situation

Several days after one of our client's sales managers attended a pharmaceutical sales training workshop with Yukon, he received a call from the broker. The broker's request: a significant price concession in return for a multi-year, multimillion-dollar piece of business.

The Solution

Rather than grant the concession, the sales manager remembered an approach from Yukon's pharmaceutical negotiations training; he told the broker that he'd call him back in 20 minutes. He then discussed the broker's request with his CEO and VP of sales. Both advised him to accept the broker's deal. The sales manager, however, had another idea and came up with several "counter nibbles" for the broker: He would agree to the concessions but also asked for two modifications.

The Result

The broker immediately accepted the revised deal with the two additional items, and both parties were happy with the outcome.

Client Comments

"Before attending the Negotiate4Profit workshop, I would have given in to the broker's demand in a heartbeat in order to close this deal. By using the techniques that we learned in class, I was able to get a much better deal for my company, and my broker is happy too. Besides, how often do you get a chance to tell the CEO 'no' and get away with it?"

"I wish that I had been through this class years ago. You can be sure that I'll be putting all of my sales team through it."