How to be Negotiation Ready with Bruce Scheer and Todd Snelgrove

Discover how to master negotiation and create compelling value propositions with Todd Snelgrove's expert insights. This episode of the ValuePros Show dives deep into effective strategies for aligning cost-saving measures and demonstrating tangible value in sales and negotiations.

- Todd’s approach to reducing inventory and maintaining savings.
- Developing simplified agreements guaranteeing 10% savings.
- The importance of credible value propositions over price discounts.
- Practical applications of behavioral economics in pricing strategies.
- Utilizing total cost of ownership and other negotiation techniques to create win-win scenarios.

00:00 Assumed value: Uniquely Swedish industrial bearing company.
06:06 Find value quantification numbers in company reports.
08:44 Optimizing pump performance and energy efficiency ideas.
11:16 Focus on value throughout negotiation and development.
16:00 Knowledge gained during building helps in negotiation.
19:13 Identifying customer value beyond cost reduction.
21:00 Trade-offs: Cost, customer demand, product lifespan, market timing.
24:37 Consider usage, maintenance, lifespan, and overall efficiency.
27:00 Disposal value, operating cost crucial for resale.
31:31 Focus on lifecycle value, not acquisition cost.
36:25 Color printing improves school test scores.
39:48 Customers' value over volume is sustainable business.
41:13 Limit choices to avoid lowest cost justification.
46:25 Behavior influences pricing and value perception decisions.
48:46 Reduce inventory, save costs; outsource for efficiency.
53:28 Guarantees enhance credibility and professional relationships.
54:49 Quantify value proposition, or face business decline.