Sales Negotiation Course

Close more deals and protect your margins on this practical one-day sales negotiation course.

Covering establishing value, negotiation styles, BATNA, managing concessions and reaching agreement.

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Sales Negotiation course

Sales Negotiation Course

Sales Negotiation Course

Close more deals and protect your margins on this practical one-day sales negotiation course. You'll learn how to establish and communicate your value clearly before any negotiation begins, how to plan your proposal and anticipate your client's questions and objections, how to understand different negotiation styles, how to recognise and overcome anchoring bias, how to use BATNA to negotiate from a position of strength, how to manage concessions strategically without undervaluing yourself, and how to reach agreements that work for both parties.

Duration icon

One Day

Timings icon

10:00 - 16:30 UK Time

Private & Bespoke icon

Private Options

  • Key Learning Points

  • icon Establish and communicate your value before negotiating
  • icon Plan proposals and anticipate client objections
  • icon Recognise and overcome anchoring bias
  • icon Use BATNA to negotiate from a position of strength
  • icon Manage concessions strategically without undervaluing

If 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.

Our Expert Team
Expert Trainers

Course leader is an experienced industry expert

Class Size
Class Size

1 - 10 in person or 1 - 6 online
Support
Support

28 days free helpdesk support with all courses
Cancellation
Cancellation

Cancel before 7 days for 100% refund
Certificate
Certificate

Earn a certificate of attendance on completion
Learning Pots
Volume Discounts

Save money by using our Learning Pots scheme
Private & team training. This course is not on our public schedule at the moment. You can still request a bespoke quote below — we’ll contact you with dates and pricing.
Media Training

Request a quote for Sales Negotiation

This course is offered as private, bespoke or team training at our centre, live online or at your venue.

You can customise the outline, have a group where it's just your team or enjoy a one-to-one session with an expert.

Fill in the form below and our team will get in touch with pricing and helpful advice.

Course Dates

Course Outline

1

Establishing Your Value

  • Knowing what you have first
  • Where do you start
  • Differentiation
2

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
3

Communication techniques

  • Negotiation Language
  • Using open ended questions
  • Using silence
  • Listening to and understanding your client
4

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
5

Negotiation techniques

  • Understanding the different styles of negotiation
  • Understanding Anchoring
  • How to overcome Anchoring bias
  • Showing you understand your clients perspective
6

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
7

Managing challenging conversations and closing the sale

  • Handling Objections
  • Overcoming Concerns
  • How to close the sale
  • Understanding when is the sale closed
8

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.

Popular With

Account Executives Account Managers Sales Directors Sales Executives Sales Managers

Who attends?

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Career Progressives

Professionals who wish to develop skills for their current role and companies who believe in developing their talent.

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Career Changers icon

Career Changers

People seeking opportunities which require new skills. Industry relevant training for those pursuing a new role.

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Graduates

Certified courses for those who have earned their theoretical stripes, but need to prove capability to future employers.

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Learn Your Way

Face to Face

Face To Face

Learn face-to-face with expert mentors in a dynamic setting that inspires growth and confidence.

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Live Online

Live Online

Join remotely with expert mentors in real time — flexible, interactive learning that fits your lifestyle.

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Team Training

Team Training

Upskill your team together. Build your team and develop consistency, and collective confidence.

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Three Steps To Success

1

Identify Your Path

Define your direction with purpose, aligning your learning journey to personal and career goals.

2

Learn With Experts

Gain practical insight from real-world experts who bring clarity, confidence, and momentum to your growth.

3

Earn Certification

Your certificate of attendance is proof of progress — benchmarking your skills and commitment to growth.

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