Sales Negotiation Essentials S&M Course – Apply now

Overview
Course Outline
Scheduled Dates

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.

Objective:

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

Course Outline

Day 1: Introduction to Sales Negotiation

Definition and importance of sales negotiation
Understanding the necessity of negotiation in sales
The benefits of mastering effective sales negotiation techniques
Key principles for successful sales negotiations

Day 2: Sales Negotiating Styles

Different types of negotiation: Positional, Principled, and Situational
Characteristics of great sales negotiators
The role of non-verbal communication in negotiation
How to assess and adapt to different negotiation styles

Day 3: The Sales Negotiation Process

Planning the negotiation: Identifying potential value and understanding interests
Information exchange: Creating rapport and communicating value
Bargaining: Addressing interests and managing concessions
Closing: Confirming value and interests to seal the deal
Following up: Summarizing the agreement and confirming key points in writing

Day 4: Persuasion Techniques

The concept of persuasion and its importance in sales negotiations
Key methods of persuasion in sales negotiations
Building trust and credibility with the customer
Resolving conflicts and disputes effectively

Day 5: Sales Negotiation Tactics, Mistakes, and Practice

Handling different personality types during negotiations
Managing difficult negotiators and frustrating negotiation situations
Categories of power bases in negotiations and their strategic use
Common negotiation decision-making traps and mistakes to avoid
Do's and don’ts for skilled sales negotiators
Simulated negotiations using scenarios generated by participants
Peer feedback and analysis of negotiation techniques
Personal action planning for applying learning to real-world situations
Final review and takeaways to improve negotiation effectiveness

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.

Select Month

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Location

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London
Zurich

London

$5,300

Duration: 5 Days

date: 07 - 11 Jul 2025

London

$5,300

Duration: 5 Days

date: 06 - 10 Oct 2025

Zurich

$5,600

Duration: 5 Days

date: 10 - 14 Nov 2025

Sales and Marketing

Sales Negotiation Essentials

Duration:5 Days

date:06 - 10 Oct 2025

London

$5,300

Questions? Speak to our
friendly training advisor

Shayma Said

sales@londontfe.com

+44 2071836657

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