Pricing Integrity & The 4 Levers

PROGRAM DESCRIPTION

Join Sales Assembly and Todd Caponi for Pricing Integrity & The 4 Levers, part of the Negotiation certification.

This program focuses on why traditional pricing tactics fail and how to adopt a more sustainable approach. Participants learn a simple method to present, propose, and negotiate terms that build trust at the deal’s goal line, reduce discounting, and improve forecasting accuracy by anchoring negotiations in transparency.

WHAT YOU’LL WALK AWAY WITH

• The four levers: volume, timing of cash, length of commitment and timing of the deal drive every price.
• Trade, don’t give: “The more you’re willing to commit to, the more we’ll pay you in the form of a discount.”
• Be a human first: ask where the discount request came from before you defend your price.
• Keep it simple: value each lever in fives and tens so you can say it in one breath.
• Retire the fake deadline: replace end-of-quarter discounts with a close date the customer chooses and holds to.
• A learner takeaway guide with two exercises for that week, ready-to-use AI prompts and Todd’s four levers worksheet.

FROM A PREVIOUS SESSION

157 attended ◦ 4.83/5 average rating

“LOVE this. Haven’t heard of this concept before but it definitely makes the negotiation feel more collaborative and less awkward.” Senior Business Development Manager

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.