Sales Negotiation Course
Sales Negotiation Course
Key Learning Points
Key Learning Points
- Establish and communicate your value before negotiating
- Plan proposals and anticipate client objections
- Recognise and overcome anchoring bias
- Use BATNA to negotiate from a position of strength
- Manage concessions strategically without undervaluing
Establish and communicate your value before negotiatingIf attending an online course you must have a licensed copy of any software required and access to a suitable computer.
You need no previous experience to attend this course.
Who is this course for?
For sales professionals, account managers and business development executives who want to negotiate more effectively and protect their margins. No prior negotiation training required.
Expert Trainers
Course leader is an experienced industry expert
Course Dates
Course Outline
Establishing Your Value
Knowing what you have first
Where do you start
Differentiation
Preparation
Planning your proposal
Anticipating your clients' questions and objections
Knowing your prospect
Knowing your client
Researching your client
Knowing your solutions
Understanding what benefits or value your proposal offers the client
Knowing your competitors, their services and prices
Communication techniques
Negotiation Language
Using open ended questions
Using silence
Listening to and understanding your client
Negotiating costs
Presenting the product's value to the customer
Presenting the cost
Being precise and clear
Negotiating financial cost and level of service or product specification
Defending your bottom line
Negotiation techniques
Understanding the different styles of negotiation
Understanding Anchoring
How to overcome Anchoring bias
Showing you understand your clients perspective
BATNA and WATNA (Best and Worst Alternative to a Negotiated Agreement)
BATNA and why its important
Defining your BATNA
WATNA and why its important
Defining your WATNA
Using BATNA and WATNA to assess the value of the deal
Considering your clients BATNA and WATNA
Managing challenging conversations and closing the sale
Handling Objections
Overcoming Concerns
How to close the sale
Understanding when is the sale closed
Questions and answers
This course is also available as a private course. This allows you to choose the dates of your training and the location (in our training centre, online or at your offices). And, if you wish, we can tailor the content for you or your team. Please contact us for more details.
Career paths
Roles this course supports
People training on Sales Negotiation often work in the careers below.
Who attends?
Career Progressives
Professionals who wish to develop skills for their current role and companies who believe in developing their talent.
Career Changers
People seeking opportunities which require new skills. Industry relevant training for those pursuing a new role.
Graduates
Certified courses for those who have earned their theoretical stripes, but need to prove capability to future employers.
Learn Your Way
Face To Face
Learn face-to-face with expert mentors in a dynamic setting that inspires growth and confidence.
Live Online
Join remotely with expert mentors in real time — flexible, interactive learning that fits your lifestyle.
Team Training
Upskill your team together. Build your team and develop consistency, and collective confidence.
Three Steps To Success
Identify Your Path
Define your direction with purpose, aligning your learning journey to personal and career goals.
Learn With Experts
Gain practical insight from real-world experts who bring clarity, confidence, and momentum to your growth.
Earn Certification
Your certificate of attendance is proof of progress — benchmarking your skills and commitment to growth.
Related Courses
Sales Intro
Master the sales process from first contact to close on this practical one-day…
From £699 + VAT
Sales Leadership
Lead your sales team to consistently better results on this two-day sales leadership…
From £1,198 + VAT
Assertiveness
Communicate more confidently and get the outcomes you want on this practical one-day…
From £449 + VAT
Further Reading
5 Ways To Grow Your Freelance Business
Freelancing can lead to a better work-life balance and flexibility to choose your own projects. But how do you make…
9 Ways To Improve Your Personal Development
There are different ways to learn and develop. Investing in your personal development increases your career prospects…
Freelancers: Create A Schedule You Can Stick To
Having a work schedule as a freelancer will keep you on top of tasks and help you stay organised. Need some tips? Learn…