Introduction

Negotiation is a critical skill for sales professionals, impacting deal success, profitability, and long-term client relationships. This 5-day training course provides participants with the tools and techniques needed to master negotiations, handle objections, and close deals confidently. Participants will learn how to build rapport, create win-win solutions, and navigate challenging negotiations while maintaining strong client relationships.

This course combines theoretical knowledge with real-world exercises, simulations, and role-playing to help participants apply negotiation strategies effectively in sales situations.

Objectives

By the end of this course, participants will be able to:

• Understand the principles of successful negotiation in sales.
• Build rapport and establish trust with clients.
• Handle objections and counteroffers with confidence.
• Develop win-win negotiation strategies that benefit both parties.
• Recognize and respond to negotiation tactics used by buyers.
• Close deals effectively while maintaining long-term relationships.

Who Should Attend?

This course is ideal for:

• Sales professionals and business development executives
• Entrepreneurs and startup founders
• Key account managers and client relationship specialists
• Marketing and sales support teams
• Anyone involved in price discussions and deal-making

Day 1: Fundamentals of Negotiation in Sales

Session 1: Understanding Negotiation in Sales

• The role of negotiation in the sales process
• The difference between selling and negotiating
• Characteristics of a successful negotiator

Session 2: The Psychology of Negotiation

• Understanding buyer motivations and behaviors
• Emotional intelligence in negotiations
• The role of trust and credibility in deal-making

Session 3: The Negotiation Process – A Step-by-Step Guide

• Preparing for a negotiation
• Opening, bargaining, and closing phases
• How to structure negotiations for success

Day 2: Building Rapport & Handling Objections

Session 4: Effective Communication & Active Listening in Negotiation

• How to build rapport and connect with clients
• The power of active listening in negotiations
• Understanding non-verbal communication cues

Session 5: Handling Common Sales Objections with Confidence

• Overcoming objections related to price, competition, and trust
• The “Feel-Felt-Found” technique for objection handling
• Reframing objections as opportunities

Session 6: Recognizing Buyer Tactics & Countering Them

• Common buyer tactics (stalling, price pressure, playing competitors)
• How to stay firm without losing the deal
• Turning difficult negotiations into opportunities

Day 3: Strategic Negotiation Techniques

Session 7: The Art of Persuasion in Negotiation

• Using persuasion techniques to influence decision-making
• The power of storytelling in negotiations
• Leveraging social proof and authority

Session 8: Win-Win Negotiation Strategies

• Understanding integrative (win-win) vs. distributive (win-lose) negotiations
• Creating value in negotiations beyond just price
• How to structure deals that benefit both parties

Session 9: Negotiating Under Pressure

• Handling high-stakes negotiations with confidence
• How to manage aggressive buyers and tough negotiations
• Staying calm and maintaining control in difficult situations

Day 4: Closing the Deal & Maximizing Value

Session 10: Recognizing Buying Signals & Closing the Negotiation

• How to identify verbal and non-verbal buying signals
• Closing techniques: Assumptive close, Summary close, Urgency close
• Overcoming last-minute resistance and deal hesitations

Session 11: Price Negotiation & Handling Discounts

• How to defend your pricing without losing customers
• The dangers of discounting and alternative value strategies
• Selling on value instead of price

Session 12: Managing Long-Term Client Relationships After Negotiation

• Post-negotiation strategies for customer retention
• Turning one-time deals into long-term partnerships
• Following up and reinforcing value after the sale

Day 5: Real-World Negotiation Scenarios & Strategy Development

Session 13: Practical Negotiation Role-Playing & Simulations

• Hands-on role-playing exercises for real-world sales scenarios
• Negotiation case studies from different industries
• Live feedback and coaching from instructors

Session 14: Developing a Personal Negotiation Strategy

• Identifying personal negotiation strengths and areas for improvement
• Creating a structured approach to negotiations
• Setting negotiation goals and success metrics

Session 15: Final Negotiation Strategy Presentation & Feedback

• Participants present their negotiation strategies
• Expert feedback and recommendations for real-world application
• Final discussion on continuous learning and improvement

Conclusion & Certification

Participants will receive a certificate of completion from Learnify Training Center.
Final reflections, networking opportunities, and action steps for applying negotiation skills in real-world sales scenarios.