This episode of the Value Pro Show, featuring Bruce Sheer and Todd Snellgrove, delves into the essential skill of being negotiation ready for value-driven professionals. The discussion is structured around the broader concept of a “value ready assessment,” which encompasses building trust, understanding needs, delivering insights, and driving execution. The core of being negotiation ready, as explored by Snellgrove, revolves around quantifying and communicating value effectively, moving beyond mere price discussions. Key themes include the importance of understanding a client’s true value drivers, researching their business and industry for tangible numbers, and developing strategic pricing and tradeoff options to facilitate mutually beneficial agreements. Ultimately, the purpose is to equip “value pros” with actionable strategies to confidently and successfully navigate negotiations by emphasizing the economic benefits they deliver.
