Sales negotiation
Sales Negotiation Workshop
This course equips sales professionals with the skills to navigate negotiations confidently, uncover client needs, handle objections, and close deals effectively.
Build practical capability in Sales Negotiation Workshop.
This course equips sales professionals with the skills to navigate negotiations confidently, uncover client needs, handle objections, and close deals effectively. By mastering each negotiation stage, participants will be able to create win-win outcomes and build stronger client relationships.
I. Introduction to Negotiation
II. Phases of Sales Negotiation
III. Communication Techniques
IV. Stage 3: Negotiation & Bargaining
Course overview
A practical, instructor-led program with guided exercises and workplace examples. Open a topic to see the coverage.
I. Introduction to Negotiation
- Definition of negotiation
- Where negotiation is applied
II. Phases of Sales Negotiation
- Stage 1: Preparation
- Researching the client and business
III. Communication Techniques
- Active Listening & Questioning
- Focusing on words, tone, body language
IV. Stage 3: Negotiation & Bargaining
- Defining Trade-Offs
- Conditional concessions
V. Handling Objections
- Types of Objections:
- Price
VI. Assertiveness Practice
- Using Assertive Tone in Communication
- Addressing objections
VII. Stage 4: Closing the Deal
- Timing the close
- Signs it's time to close
Full course outline
Review the complete legacy course outline, including all detailed subtopics.
View full outline
- I. Introduction to Negotiation
- Definition of negotiation
- Where negotiation is applied
- Importance of negotiation in sales
- Types of negotiation: distributive vs. integrative
- Win-win vs. win-lose approaches
- II. Phases of Sales Negotiation
- Stage 1: Preparation
- Researching the client and business
- Understanding client needs and pain points
- Stage 2: Discovery
- Asking questions and uncovering priorities
- Building trust and rapport
- Understanding interests vs. positions
- Case studies to identify positions and interests
- Stage 1: Preparation
- III. Communication Techniques
- Active Listening & Questioning
- Focusing on words, tone, body language
- Guiding conversation to uncover needs
- Buying Motives
- Pride of ownership
- Security and protection
- Emotional satisfaction
- Desire to gain
- Comfort and convenience
- Fear of loss
- Building Rapport
- IV. Stage 3: Negotiation & Bargaining
- Defining Trade-Offs
- Conditional concessions
- Positive Scripting Techniques
- Alibi technique
- Alternative technique
- Consequence technique
- Managing Emotions
- Staying calm and composed
- Techniques for de-escalation
- V. Handling Objections
- Types of Objections:
- Price
- Need
- Timing
- Trust
- Responding Collaboratively
- Sample responses for each objection type
- Types of Objections:
- VI. Assertiveness Practice
- Using Assertive Tone in Communication
- Addressing objections
- VII. Stage 4: Closing the Deal
- Timing the close
- Signs it's time to close
- Ensuring clear agreements