Module 9 of 17
Presenting and Selling Value Part 2
Move from presenting value to negotiating it: understand cost build-up, handle objections, and close buyer commitments with compliance and delivery evidence.
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Module cover
Presenting and Selling Value Part 2 equips garment managers and senior managers to lead buyer negotiations with confidence and data.
The module covers cost build-up, common objections, the value of compliance, and how to secure clear, written commitments before production starts.
About this module
This module shows how to prepare for price and terms discussions so you protect margin without damaging the buyer relationship.
You will practise responding to pressure with facts, offering trade-offs, and documenting what was agreed before any order is confirmed.
Learning objectives
- Explain the main components of a garment FOB and landed cost build-up.
- Handle common buyer objections using evidence instead of emotion.
- Position compliance, sustainability and quality systems as value drivers.
- Close negotiations with a written commitment that protects both parties.
Module video
2 minutes 30 seconds
A 2:30 overview of this module. Captions and a full transcript are available.
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