Traditional sales negotiation training teach salespeople to try and “retake control” and match the buyer’s power. But research shows this actually has negative outcomes, including more deals ending no-decision. But here’s the thing: that same research shows that when sellers are able to use counterintuitive skills, they can turn their low-power position into a negotiating advantage, creating more value for themselves and the buyer.

Capture Value Skills gets salespeople fluent at managing complex, consensus-driven deals and protecting your pricing—even when the buyer seems to have all the power.

Only with Capture Value Skills do you get the training you need to apply unexpected and counterintuitive techniques to maximize deal size and value. With a mixture of online and hands-on application-based learning and reinforcement, you can train your sellers on the science-backed concepts they need to gain a negotiating edge.