two people in a sales negotiation

Sales Negotiation

Sales Negotiation Training

Maximise your margins & create
win win deals at the same time

Sales Negotiation Training – Improve Your Deal Structures

More focus is always geared towards improving selling skills rather than negotiation skills.

This is a shame because you can leave a lot of money on the table if you don’t know what you’re doing!

Our in-house sales negotiation skills courses will equip your sales teams to be able to handle discount enquiries as well as to negotiate the terms and conditions of the deal.

The end result will be more margin in your pocket and at the same time your client will feel that they have got a good deal too.

This practical workshop provides all the skills sales people need to conduct profitable sales negotiations and maintain positive long-term business relationships.

This workshop will enable you to negotiate the best possible terms and to seek out the buyer’s real position and business drivers.

Below is some indicative content.

We can tailor this based on your requirements, adding any topics or areas in that you need.

Delivery Options

In-House Workshop
Live webinar
LIVE Webinar
Live webinar
Blended Solution

Indicative Content

Sales Negotiation Training Course Example

What Does Excellence Look Like?

  • The difference between selling and negotiating
  • The key skills of a top sales negotiation
  • Negotiation styles – which one are you?
  • The DNA of an effective negotiation – structure and process
  • Win-Win collaborative negotiation – what does this mean for you?

Planning & Preparation

  • Setting your objectives for a meeting
  • Planning and preparing – what does the other person expect from you?
  • Price differentiator value vs price – building value rather than reducing your price
  • Know your LIM – Ideal Outcome, Intend to get, Walk away points
  • Understanding your BATNA – Best alternative to a negotiated deal.

Discussing & Establishing Needs

  • How to establish wants and needs – understanding their business drivers and pains
  • How to listen for what’s not being said
  • Verbal and non-verbal communication – what does your face and body positions tell the client?
  • Assertive body language and written communication
  • Effective questioning and listen skills

Signalling & Proposing

  • Packaging your proposal to address the client’s business drivers
  • Understanding what part of your proposal isn’t suitable if declined
  • Identifying the negotiating games people play
  • Recognising negotiation tactics and how to bring the conversation back to a collaborative negotiation
  • Knowing when and how to secure the deal
  • Phrases to use to propose, decline and recommend alternative solutions
Tactics and Techniques

  • Techniques for opening and developing negotiations
  • Rapport building – helping to get their guard down
  • Assessing the balance of power
  • Spotting the voice and body language clues
  • How to negotiate creatively
  • How to avoid weakening your position

Bargaining & Agreeing

  • Giving and getting concessions
  • Suggesting actions to move forward
  • How to discount in the right way
  • How to achieve win-win scenarios

Workshop Summary

  • Key learning points
  • What are you going to do more of, less of, start doing and stop doing?
  • Creating your own unique actions to implement following this session

Want to know more?

Please speak to one of our team or use our online form to make an enquiry

0333 320 2883

CPD Certificate

All of our in-house, bespoke sales training courses and programmes are CPD Certified.

Each of your sales people will receive a CPD Certificate for your specific course/programme.

CPD logo


Here are a selection of our clients that we have delivered sales training for

Logo list of our clients who have used us for sales negotiation skills training courses

Learn what our credentials
are for in-house
sales training and
understand the process

In-House Examples


Topic & Content Ideas
For Your Course

All of our in-house training courses are created around your exact requirements. Below are some courses with example content to give you some ideas of topics. We can mix and match topics and courses to deliver exactly what you need.

Learn More About Our Sales Negotiation Skills Courses With Some Of Our Popular And Relevant Blogs

Make An Enquiry

If you've got any requirements in mind please call us on 0333 320 2883 or complete our enquiry form below and we will get back to you with some options.