Sebastian Wrobel is an energetic and passionate professional leader, helping companies to achieve value and pricing excellence. In order to achieve lasting integration, he is pushing digital transformation. In addition, he has extensive experience working closely with the C-suite and senior stakeholders to formulate and implement major profit and growth optimization plans. In addition, he leverages a collaborative and data-driven leadership approach to build high performing teams.  

In this episode, Sebastian highlights pricing’s role in sales negotiations.  

 

Why you have to check out today's podcast:

• Learn why Pricing people are expert negotiators, a good business partner and advisor to sales in negotiations  
• Find out how to negotiate sales more effectively with value levers  
• Understanding procurement's role in negotiating the best deal 

 

“Pricing people can do, they can deliver regularly on trainings, at least to create awareness and ability to understand the commercial levers that salespeople could leverage.”  

- Sebastian Wrobel

 

Topics Covered:

01:13 - Relating an incident that got him started in Pricing

01:55 - Getting addicted to Pricing

03:10 - The extent to which Pricing people should be involved in sales negotiations

04:30 - What is in Pricing people that makes them a good part in the negotiation

07:27 - The point you need a professional negotiator to help sales in the negotiation

08:43 - How from the nature of their roles pricing people are professional negotiators

11:22 - Misconceptions about negotiations and the importance of preparing for it beforehand

15:51 - What do pricing people need to have to be effective in negotiation

18:09 - Value drivers that have commercial impact you can use to negotiate with big customers

21:33 - The ‘negotiation jacket’ and the role play involved in negotiation by procurement people

24:55 - Using all levers in negotiation to get the best outcome

27:00 - Sebastian’s best pricing advice that could greatly impact one’s business

 

Key Takeaways:

“The underlying assumption is that in the negotiation, you discuss value. And in fact, you need to know the value for the client much earlier before you go into a negotiation. So, this is the first maybe misconception about negotiation that you negotiate the value at the event of the negotiation. That happens much earlier.” - Sebastian Wrobel

“To be effective in pricing, you need to have empathy with sales, with your sales team.” - Sebastian Wrobel

“And I think pricing can help both in the preparation in delivering the data and developing the commercial strategies negotiation, but also being a neutral negotiation partner that is less emotional, and can help on the commercial and objective parts in the negotiation.” - Sebastian Wrobel

“There are many kinds of tools in negotiations. Once you learn them, it's by far not as complicated as sometimes perceived. But you need to understand the toolbox, and you need to be able to use it. I'm personally convinced that pricing people has the skill. And once they get comfortable with the toolbox, they can be really good business partners and advisors to sales in negotiation.” - Sebastian Wrobel

 

Connect with Sebastian Wrobel:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/sebastian-w/

 

Connect with Mark Stiving: 

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/stiving/