In this sales negotiation course, participants will master techniques to close sales successfully.

Participants will learn the principles of negotiations, how to develop effective strategies, and how to handle objections confidently. This sales negotiation program is ideal for professionals aiming to enhance their negotiation and sales expertise.

Participants will do role plays with group evaluation, to demonstrate learning and to apply the lessons from the course.

Sales Negotiation Training Learning Objectives

• How to apply the principles and styles of effective negotiations
• How to develop and execute negotiation strategies
• How to handle customer responses and objections using active listening
• How to get commitments to confirm the sale

Sales Negotiation Training Learning Outcomes

• Able to adapt negotiation concepts and styles to different situations
• Able to design and implement effective negotiation strategies
• Able to handle objections and customer responses effectively
• Able to confidently close sales using tested methods

Sales Negotiation Training Course Content

Module 1 · Foundations of effective negotiation

This module introduces the basic principles of negotiation, establishing a strong foundation for effective communication and strategy development. Participants will explore the psychology behind negotiation and the key skills required for success.

Activities:

• Foundations Of Effective Negotiation · Lecture
• Analyzing case studies of different negotiation scenarios · Workshop
• Creating bid scenarios and the BATNA for bids · Group Activity

Module 2 · Negotiation strategy development and applications

Participants learn how to create effective negotiation strategies, considering factors such as context, objectives, and stakeholder interests.  They learn  how to use strategic negotiation frameworks and its execution in real-life scenarios.

Activities:

• Negotiation Strategy Development And Applications · Lecture
• Creating stakeholder negotiation scenarios for bids  · Workshop
• Creating negotiation responses to ZOPA scenarios for a bid · Group Activity

Module 3 · Handling customer responses and objections

Participants learn how to practice active listening.  They learn how to differentiate stakeholder responses and objections.  They learn how to respond to clarify, not react to stakeholder statements, and how to manage these conversations. They learn how to create sales probes to get an affective answer.

Activities:

• Handling Customer Responses and Objections · Lecture
• Listing common customer responses and objections · Workshop
• Creating the SMART negotiation call plan · Group Activity

Module 4 · Getting the sale

Participants learn how to conduct negotiations in friendly manner to a win-win position for both parties.  They learn to apply and practice negotiation strategies and skills to get agreements from stakeholders.

Activities:

• Getting agreement with stakeholders  · Lecture
• Preparing the negotiation role play evaluation criteria · Workshop
• Role-play to achieve a win-win agreement · Group Activity