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Updated: 18 Mar 2024

Sales Negotiation Training

Sales Negotiation Training

Feel far more confident closing more and larger deals in less time, at higher margins. Have fun learning how to close win-win deals using our world-first sim game.

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Brent Vick Director of Global Sales Excellence testimonial-logo-mobile
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We exceeded our revenue & margin goals

Why take this Sales Negotiation Course?

Why Take This Course

Do you want to discount less, enjoy higher close rates, shorter deal cycles, close bigger deals, improve relationships, upsell and cross-sell more effectively? In our post-training assessment, our sales graduates boast of significant improvements in both revenue and margin.

Using our world-first negotiation sim game, you'll gain multiple more insights into your dealmaking. This translates to a dramatic acceleration in your learning, resulting in you feeling far more confident and competent when you graduate.

If it's your sales team you need to train, then let's diagnose their needs and baseline your team against other sales teams using our online profile.

Ewald Braith Telecom President

Five years later, we had doubled the size of the business and improved profitability. We saw a significant advantage in winning new business because of the negotiation skills.

Training Course Overview

We take a highly interactive approach to learning. Most of your time will be invested in practical and fun sim game role plays together with feedback coaching, group discussions, polls and Q&A’s. Theory is kept to a minimum. Our toolsets make preparing for and closing your biggest deals far easier.

Our sim game enables us to accommodate class sizes of up to 20, while giving an unrivalled level of detailed personalized feedback to all participants. This accelerates your team’s development, converts to business results while delivering course cost savings.

Learning Outcomes

Level 1 Level 2 Level 3 Level 4 Level 5 Level 6
4½ hours
Increase margins through better pricing integrity
  • Anchor first with ambitious open offers, counter procurement’s anchors, and use incrementing.
Reduce risk, compromises, and discounting
  • Set “walk aways”, and use incrementing.
Create and claim more value
  • Achieve more collaborative win-win outcomes.
  • Claim the lion’s share of your value.
Optimize deals by choosing styles
  • Make the important distinctions between each of the five styles to consciously choose and switch the styles you use.
  • Control the deal by subtly steering towards collaboration and competition.
  • Diagnose negotiators’ preferred styles under pressure, including a sim game and personalized negotiation styles profile.
4½ hours
Increase win rates, improve margins, reduce deal cycle times
  • Measure the missed value, or gold left on the table, using our world-first sim game.
  • Beat out the competition by better understanding the customer’s needs and wants, and by optimizing the exchanges to deliver more value to the customer. This further reduces pressure to discount and shortens deal cycle times.
Minimize risks and maximize leverage
  • Employ SWOT analysis to understand the major areas of value and risk.
  • Dovetail the SWOT into preparing a Trading Plan.
  • Identify leverage opportunities in both directions to create and exchange value optimally.
Gain control; keep control
  • Dovetail the Trading Plan into a meeting agenda.
  • Use agenda sequencing and offer bundles to leverage trades.
  • Turn complexity to your advantage with superior preparation.
4½ hours
Gather information via questions
  • Understand the hierarchy of questions.
  • Practice writing out questions.
Handle objections to gather insights and regain control
  • Practice how to start responding to objections using three types of reframes.
Use pre-meetings to build trust and gather vital information
  • Master asking questions in the optimal sequence to gather information before making offers.
4½ hours
Earn trust, be liked more, and build up favors
  • Use discussion groups to brainstorm the best practical ways to be liked more and build trust.
  • Expand upon the ways in which to use reciprocity.
Prepare effectively as a team for bigger, more complex deals
  • Practice preparing as a team to maximize value.
  • Learn team roles.
4½ hours
Increase win rates in less time with stories
  • Master the six steps in crafting a persuasive sales story.
  • Avoid the common story pitfalls most salespeople fall into.
4½ hours
Guard against manipulative tactics and employ ethical tactics
  • Identify and learn how to counter the most dangerous tactics.
  • Select tactics to defend and create value.
Gain control using emails and phone calls
  • Learn the best practices for gaining and keeping control using emails and phone calls.
Control the style of deals using seating
  • Recognize which room layouts are conducive to collaboration and which are conducive to competition.

Sales Negotiation Training

Feel far more confident closing more and larger deals in less time, at higher margins. Have fun learning how to close win-win deals using our world-first sim game.

Brent Vick Director of Global Sales Excellence

We exceeded our financial goals, increasing sales by 10% per year for two years to reach $14B, and increasing gross margin by 3.5%. Our team said negotiation training was the biggest single reason for these pleasing results.

Participants’ Journey Leadership Journey
Complete 2 online diagnostic profiles Watch negotiation training videos Technology Session including sim game account setup Acquire toolsets and participate in Levels 1 through 6 Read sim game instructions and start preparing for Levels 2+ Sim Game Reinforcement(Electable) Complete scored assessmentPass mark: 50% Receive personalized assessment report and graduation certificate 35 minutes 1h 25m 30 minutes 6 x 4.5 hours 5 x 1 hour 4 hours 30 minutes
Complete 2 online diagnostic profiles 35 minutes Watch negotiation training videos 1h 25m Technology Session including sim game account setup 30 minutes Acquire toolsets and participate in Levels 1 through 6 6 x 4.5 hours Read sim game instructions and start preparing for Levels 2+ 5 x 1 hour Sim Game Reinforcement(Electable) 4 hours Complete scored assessmentPass mark: 50% 30 minutes Receive personalized assessment report and graduation certificate
Complete 2 online diagnostic profiles 35 minutes Read sim game instructions and start preparing for Levels 2+ Sim Game Reinforcement (Electable) Receive personalized assessment report and graduation certificate 5 x 1 hour Complete scored assessment Pass mark: 50% 30 minutes 4 hours Technology Session including sim game account setup Acquire toolsets and participate in Levels 1 through 6 30 minutes Watch negotiation training videos 1h 25m 6 x 4.5 hours
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Participate in or observe Sim Reinforcement Provide team's emails 4 hours Review meeting to discuss your team's diagnostic report 1 hour Create customized sim with one of your senior negotiator's 3 hours Participate in or observe course 23 hours Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Review proposed solution, raise purchase order, and book training dates 1 hour
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Provide team's emails Review meeting to discuss your team's diagnostic report 1 hour Create customized sim with one of your senior negotiator's Participate in or observe course Participate in or observe Sim Reinforcement Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Review proposed solution, raise purchase order, and book training dates 3 hours 23 hours 4 hours 1 hour
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Review proposed solution, raise purchase order, and book training dates Participate in or observe course Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Participate in or observe Sim Reinforcement Create customized sim with one of your senior negotiator's Review meeting to discuss your team's diagnostic report Provide team's emails 1 hour 3 hours 23 hours 4 hours 1 hour

Inside the Course

Sim Game

We’ve created the world’s most advanced negotiation simulation. Graduates describe our gamified courses as intense, highly valuable and fun. When learning is fun, lessons stick and new empowering habits flourish. Our sim game accelerates sales teams’ along their learning curves, and reduces the investment requirement per head by enabling a group size of 20 – where all negotiators are receiving more focused feedback than ever before.

For the first time ever our sim enables your team to

1 Track sales negotiations through all levels, including comparing progress to colleagues in friendly rivalry with our Leaderboards.
2 Measure the amount of value each side achieved, plus the gold left on the table, and other metrics.
3 Put your finger on your moments of excellence, and your missed opportunities. Our Negotiation Experts provide coaching to all.

Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry.

Sales Negotiation Training

Feel far more confident closing more and larger deals in less time, at higher margins. Have fun learning how to close win-win deals using our world-first sim game.

Who's This Seminar For?

Sales Negotiation graduates typically have the following job titles: Sales Directors, Sales Managers, Account Managers (National and Regional), Key Accounts Managers, Commercial Account Managers, Business Development Managers (BDM), Account Executives, Brand Managers, Internal Sales, Entrepreneurs, Sales Support and various Sales Specialists, Sales SVP (Senior Vice-President) and VP's, and everyone involved in selling products, services, equipment and ideas.

Testimonials

Sales Negotiation Training

Feel far more confident closing more and larger deals in less time, at higher margins. Have fun learning how to close win-win deals using our world-first sim game.

Customize around your Team’s Unique Needs

Most training providers will claim to customize their solutions. This leaves it to you to ask precisely how they customize. We proudly offer the most customizable online facilitator-led sales negotiation skills training.

Diagnose

Unless you measure your team before your training, you’ll be unable to customize to suit your team’s needs. Since 2005, clients have trusted our diagnostic profile to gain insights into their teams' needs and to baseline their teams against the competition.

Leaders tell us that our reports confirmed what they had noticed and that they gained new insights from our debrief conversation. Your team’s diagnostic profile informs our customization choices.

Question: Which business goal is most important in your negotiations?
Revenue Gross Margins Net Profit Market Share Costs
11 46 38 7 5
0 10 20 30 40 46

Live Online or Classroom

Classroom

Your training can be delivered at your offices or at an off-site venue, such as a hotel or conference centre.

Maximum class sizes are typically either 12 with video, or 28 without video. The simulation games are used across all levels - so participants will need their laptops.

Live Online Facilitator-led

We’ve been delivering live online training since 2015, and now enjoy similar ratings and feedback from graduates to our classroom courses. Since more meetings are happening via video calls than ever before, the best way to equip your sales team is a live online video training.

Interaction and energy levels are kept high. Inclusive of breaks, each of our levels requires 4 1/2 hours, accommodating up to 20 participants.

Meet the Experts

Our Negotiation Experts are passionate about delivering top and bottom line results to your organization. All are experienced in training sales teams across a variety of countries and industries.

Training Course Approach

Our training is highly experiential. You'll spend most of your time negotiating your way through challenging seller-buyer role plays.
A sales Negotiation Expert will then be reviewing results, pinpointing your moments of genius and learning opportunities.

Assessment & Certification

In order to understand which tools and skills your team is enjoying their results from, and to support your team with coaching and discussions, it’s essential to measure.

Our scored assessment measures your team’s usage and results three months after their training. The pass mark is 50%, with personalised reports and certificates being sent to graduates, and a group report being sent and discussed with your leadership.

Graduates tell us that the assessment coupled with their personalised report is a handy reminder of everything they learned on the course, resuting in higher retention and ROI.

assessment assessment

Sales Negotiation Training

Feel far more confident closing more and larger deals in less time, at higher margins. Have fun learning how to close win-win deals using our world-first sim game.

Alexandra Tomaskova Managing Director

My team saw significant improvements in revenue since the sales training. Preparation is much better. Value is being created, which is contributing to our higher closing rates.

Graduates Interview

Open Enrolment Course

Start enjoying next level sales results after graduating from this award winning course. You'll be sharpening your sword against experienced procurement and sales professionals from around the world. You'll be negotiating your way through challenging true to life sims using our world first sim games. A global Negotiation Expert will be on hand to share unrivalled in depth feedback. We will quickly uncover your strengths and learning opportunities and give you powerful pointers to improve faster than ever before. This course is most often described by graduates as fun, intense and a game changer for their sales careers.

Date & Time
Tuesdays & Fridays
Jun
11, 14, 18, 21, 25, 28
2024
ET
11 am to 3:30 pm
Facilitated by
Calum Coburn
Negotiation Expert
855-980-0126
This course is not available in EMEA time zone. See our calendar for other courses.
See other dates
This course is not available in APAC time zone. See our calendar for other courses.
See other dates
Region
Details
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment

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Training Company 2023
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Early Bird Special
20% OFF
Offer ends 21 May 2024
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Early Bird Special
20% OFF
Offer ends 21 May 2024
Investment Requirement
$3,190
Early Bird Special Discount
- $638
Discounted Investment
$2,552
Training Locations
Americas Americas
EMEA EMEA
Asia-Pacific Asia-Pacific
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