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Sales Negotiation Essentials

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  • Outline ImageCourse Outline
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Course Overview

In today’s competitive environment, sales people have to work harder than ever to reach the final stage of negotiation in closing a sale.   In their rush to win business, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.  

Negotiation is a key work and life skill.  Being better at negotiating means getting better results in terms of timelines, price or quality - which all contribute to bottom line profitability. During the course delegates will learn how open a sales negotiation on a positive note, to uncover underlying issues or concerns, to sell the value of their solution and reduce price pushback, to achieve win-win solutions, to avoid critical mistakes and to close effectively. 

On completion of the course delegates will be able to get the best results using a persuasive, but collaborative, negotiation style.


By the end of this interactive training programme, you will be able to:

  • Plan effectively to get the best results
  • Understand your requirements and those of the other party to assess potential value
  • Open a negotiation effectively to set the right tone
  • Sell the value of your solutions and reduce price pushback
  • Lead masterful sales negotiations that lead to win-win solutions for you and your customers
  • Respond to objections in a way that moves the buyer closer to the close
  • Avoid critical mistakes in the negotiation process that kill credibility and the sale
  • Close a negotiation effectively


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Course Outline

Module 1 – Introduction to Sales Negotiation

  • What is a sales negotiation?
  • Why Negotiate?
  • The Benefits of Effective Sales Negotiation

Module 2 -  Sales Negotiating Styles

  • Types of negotiation
    • Positional negotiation
    • Principled negotiation
    • Situational negotiation
  • Characteristics of Great Sales Negotiators
  • Non-verbal communication

Module 3 - The Sales Negotiation Process

  • Planning – identifying potential value, understanding interests, developing fact base
  • Information exchange – value, interests and rapport
  • Bargaining – addressing interests and managing concessions
  • Closing – confirming value and interests
  • Following up – Summarise the agreement and confirm key points in writing

Module 4 - Persuasion Techniques

  • What is persuasion?
  • Methods of persuasion
  • Gaining trust
  • Resolving conflict and dispute

Module 5 - Sales Negotiation Tactics

  • Dealing with different personality types
  • Dealing with difficult negotiators
  • Dealing with frustrating negotiations
  • Categories of power bases

Module 6 - Sales Negotiation Mistakes

  • Negotiation Decision Making Traps
  • Skilled sales negotiators do’s and don’ts

Module 7 – Putting it all into practice

  • Simulated negotiations using scenarios generated by participants
  • Feedback
  • Personal action planning
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Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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Duration: 20 CPD hours (5Days)

date: 22 - 26 Jul 2024

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Duration: 20 CPD hours (5Days)

date: 26 - 30 Aug 2024

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Duration: 20 CPD hours (5Days)

date: 21 - 25 Oct 2024

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Duration: 20 CPD hours (5Days)

date: 04 - 08 Nov 2024

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Duration: 20 CPD hours (5Days)

date: 16 - 20 Dec 2024

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  • Sales and Marketing

Sales Negotiation Essentials

Duration:5 Days (20 CPD hours)

date:26 - 30 Aug 2024




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Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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Sales Negotiation Essentials

  • GreeceAthens
  • calendar26 - 30 Aug 2024
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Sales Negotiation Essentials

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  • GreeceAthens
  • 26 - 30 Aug 2024
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