Sales Negotiation Course
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 undervaluingIf 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.
For sales professionals, account managers and business development executives who want to negotiate more effectively and protect their margins. No prior negotiation training required.
Course leader is an experienced industry expert
Knowing what you have first
Where do you start
Differentiation
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
Negotiation Language
Using open ended questions
Using silence
Listening to and understanding your client
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
Understanding the different styles of negotiation
Understanding Anchoring
How to overcome Anchoring bias
Showing you understand your clients perspective
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
Handling Objections
Overcoming Concerns
How to close the sale
Understanding when is the sale closed
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.
Professionals who wish to develop skills for their current role and companies who believe in developing their talent.
People seeking opportunities which require new skills. Industry relevant training for those pursuing a new role.
Certified courses for those who have earned their theoretical stripes, but need to prove capability to future employers.
Learn face-to-face with expert mentors in a dynamic setting that inspires growth and confidence.
Join remotely with expert mentors in real time — flexible, interactive learning that fits your lifestyle.
Upskill your team together. Build your team and develop consistency, and collective confidence.
Define your direction with purpose, aligning your learning journey to personal and career goals.
Gain practical insight from real-world experts who bring clarity, confidence, and momentum to your growth.
Your certificate of attendance is proof of progress — benchmarking your skills and commitment to growth.
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