Sales Negotiation Course

Our sales negotiation training will equip you with the techniques and strategies to be able to handle discount enquiries more effectively as well as negotiate the terms and conditions of the deal, so you protect your margins a lot better.

• We can run this as a 1-day, or a 2-day negotiation sales course based on your requirements and level of customisation. Either way, you’ll understand the strategies behind successful sales bargaining and the dance that we often must play with our prospective customers.
• The course covers crucial aspects of effective sales negotiation like how to set objectives, planning and preparing effectively, comprehending value differentiation, and how to determine your ideal outcome.
• It distinguishes between selling and negotiating, explores key negotiation skills, identifies various negotiation styles, and underscores the importance of collaborative win-win negotiations.

Course Objectives

• Understand the differences between Selling vs. Negotiating
• Identify your current negotiation style and what it means to your sales performance
• Prep like a pro: Unlock advanced preparation methods
• Learn how to structure a negotiation conversation for a win-win outcome
• Use non-verbal cues to your advantage: Harness the power of body language
• Learn how to bargain, signal and propose solutions
• Uncover and address client needs: Become adept at identifying and satisfying client requirements.
• Navigate and close deals confidently: Secure successful deals with expert tactics

Target Audience

• This is more than an objection handling course. If you are responsible for closing deals which requires an element of negotiation in pricing, resources, terms, conditions, and the deal itself, then this course is for you.
• Our sales negotiation training is designed for experienced salespeople aiming to enhance their skills.
• Our trainers have worked with a variety of clients, covering a wide range of different industries.

UK Pricing

• Please contact us to discuss pricing as it will depend on the number days you require, the delivery method (face to face, virtual etc) and the number of learners involved.

Course Overview

Day 1
What Does Excellence Look Like?

• The difference between selling and negotiating
• The key skills of a top sales negotiation
• Negotiation styles – which one are you?
• The DNA of an effective negotiation – structure and process
• Win-Win collaborative negotiation – what does this mean for you?

Planning & Preparation

• Setting your objectives for a meeting
• Planning and preparing – what does the other person expect from you?
• Price differentiator value vs price – building value rather than reducing your price
• Know your LIM – Ideal Outcome, Intend to get, Walk away points
• Understanding your BATNA – Best alternative to a negotiated deal.

Discussing & Establishing Needs

• How to establish wants and needs – understanding their business drivers and pains
• How to listen for what’s not being said
• Verbal and non-verbal communication – what does your face and body positions tell the client?
• Assertive body language and written communication
• Effective sales questioning and listening skills

Signalling & Proposing

• Packaging your proposal to address the client’s business drivers
• Understanding what part of your proposal isn’t suitable if declined
• Identifying the negotiating games people play
• Recognising negotiation tactics and how to bring the conversation back to a collaborative negotiation
• Knowing when and how to secure the deal
• Phrases to use to propose, decline and recommend alternative solutions

Day 2
Tactics and Techniques

• Techniques for opening and developing negotiations
• Rapport building – helping to get their guard down
• Assessing the balance of power
• Spotting the voice and body language clues
• How to negotiate creatively
• How to avoid weakening your position

Bargaining & Agreeing

• Giving and getting concessions
• Suggesting actions to move forward
• How to discount in the right way
• How to achieve win-win scenarios

Workshop Summary

• Key learning points
• What are you going to do more of, less of, start doing and stop doing?
• Creating your own unique actions to implement following this session
• Selling skills training and advanced sales training further options