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.
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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Expert trainers Experienced industry expert
- Class size Up to 8 in London, or up to 6 live online
- Support 28 days of helpdesk support
- Cancellation 7 day cancellation
- Certificate Certificate of attendance
- Volume discounts Save with Learning Pots
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.
Private & team training
Get a quote for Sales Negotiation
This course isn't on the public schedule right now. Request a quote and we'll come back with dates, pricing and delivery options, at our centre, live online or at your venue.
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.
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.
The trainer was excellent, and provided an engaging and useful session. Everyone at the centre was friendly, helpful and made the day reall…
Made to feel very comfortable before and during my course. My course was one to one so very in depth and informative. My trainer was great…
The course was very informative and relevant to my requirements
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Read course reviewsWho attends?
Getting better at your job
You need a skill for the role you already have, or your employer is investing in the team.
Changing career
You're moving into a new field and need the practical skills it asks for.
Just graduated
You know the theory. A practical course and a certificate of attendance show employers you can do the work.
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