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We're here for you. Train online, facilitator led, using the world's most advanced simulation game.

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“One of the best I have attended and I have been to many.”  

 
Updated: 16 May 2022

Sales Negotiation Training

Jun 6 - Jun 23, 2022

Sales Negotiation Americas

For smaller teams, our public courses deliver significant savings. You’ll also benefit from fresh ideas from a diversity of industries.

Enroll Now See All Dates

About this Sales Negotiation Course

It’s not enough to have a superior product and service. To consistently beat the competition your team’s sales negotiation skills needs to be amongst your strongest differentiators.

Our sales graduates and their leadership report significant improvements in both revenue and margin results shortly after their sales negotiation training. We know because we measure. When our advice is followed, these results continue for years. Clients report closing more deals of higher values, in less time and higher margins - very often all at the same time.

Get in touch to chat about your team’s needs and have your questions answered, or share your team’s requirements using our training customization form for an obligation free quote.

about

Client Testimonial

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

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.

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.

Testimonials

Jun 6 - Jun 23, 2022

Sales Negotiation Americas

For smaller teams, our public courses deliver significant savings. You’ll also benefit from fresh ideas from a diversity of industries.

Enroll Now See All Dates

Customize for your Team

Most training providers will claim to customize their solutions. This forces you to ask exactly how they customize. We're proud to offer highly customizable sales negotiation skills training. To know more, watch this short video:

Get in touch to discuss how your team can beat your competition.

Customize My Course

Inside the Course

Sim Game

Track their sales negotiations as they progress through each level, including comparing their progress to their colleagues in friendly rivalry via our two Leaderboards (Competitive & Win-Win).

1 Track their sales negotiations as they progress through each level, including comparing their progress to their colleagues in friendly rivalry via our two Leaderboards (Competitive & Win-Win).
2 Measure the amount of value each side achieved, plus the gold left on the table, plus many other metrics.
3 Put their finger on the moments when they did well to create and claim value, and their missed opportunities. Our Negotiation Experts provide coaching to all participants to rapidly accelerate their learning curve.

Sales teams use points to track value, as they improve their questioning skills, optimise trades, transition between collaboration and competition, inform their intuition and improve their commercial decision-making abilities.

Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry. To create each sim requires about 3 hours from one of your senior negotiators and a week from our team.

Request a Demo

Diagnose

Unless you measure your team before your training, you’ll not be able to customize to suit your team’s needs. Since 2005 clients have been trusting our diagnostic profile to better understand gain insights and 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 customisation choices.

Diagnose my Team
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
Diagnose my Team

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.

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.

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 3+ 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 4 x 45 minutes 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 3+ 4 x 45 minutes 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 3+ Sim Game Reinforcement (Electable) Receive personalized assessment report and graduation certificate 4 x 45 minutes 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
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