Negotiating well and closing confidently are where sales are won or lost — and where margin is protected or given away. This program equips participants with practical sales negotiation and closing skills, covering how to negotiate value, handle price pressure, and close deals that work for both sides.
As negotiation directly affects revenue and margin, these skills are highly valued. This course combines sales negotiation with closing technique and introduces emerging trends in sales negotiation.
Course Objectives
Upon the successful completion of this program, attendees will be able to:
- Understand sales negotiation concepts
- Understand value-based selling
- Prepare to negotiate
- Set objectives, limits, and BATNA
- Understand the buyer’s position
- Build value before price
- Handle price objections
- Defend margin and avoid discounting
- Apply trading and concessions
- Apply negotiation tactics
- Counter buyer tactics
- Recognise buying signals
- Apply closing techniques
- Handle stalls and objections at close
- Confirm and follow through on deals
- Apply emerging trends in sales negotiation
Course Outline
- Module 1: Sales Negotiation Concepts
- Module 2: Value-Based Selling
- Module 3: Preparing to Negotiate
- Module 4: Objectives, Limits & BATNA
- Module 5: Understanding the Buyer’s Position
- Module 6: Building Value Before Price
- Module 7: Handling Price Objections
- Module 8: Defending Margin
- Module 9: Trading & Concessions
- Module 10: Negotiation Tactics
- Module 11: Countering Buyer Tactics
- Module 12: Recognising Buying Signals
- Module 13: Closing Techniques
- Module 14: Handling Stalls at Close
- Module 15: Emerging Trends: Sales Negotiation
Who Should Attend
This course is intended for salespeople, account managers, and sales professionals who want to negotiate value and close deals more effectively. A basic sales foundation is helpful.
Registration & Inquiry
For more details & inquiry, please contact us at:
