Sales Negotiation Strategies Workshop

Understanding Sales Negotiation
• Definition and Importance: Understanding the role of negotiation in sales and its impact on business success.
• Key Concepts and Principles: Principles of effective negotiation, such as BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement).
Preparation and Planning
• Setting Objectives: Establishing clear negotiation objectives and goals.
• Research and Analysis: Conducting thorough research on the customer, market, and competition.
• Developing Strategies: Formulating negotiation strategies based on the analysis and objectives.
Effective Communication in Negotiation
• Building Rapport: Techniques for building rapport and establishing trust with the customer.
• Active Listening: Strategies for active listening to understand customer needs and concerns.
• Questioning Techniques: Using open and closed questions to gather information and uncover customer priorities.
Handling Objections
• Identifying Objections: Recognizing common objections and understanding their underlying reasons.
• Addressing Objections: Techniques for effectively addressing objections and overcoming resistance.
• Turning Objections into Opportunities: Strategies for turning objections into opportunities to reinforce value and close deals.
Negotiation Tactics and Strategies
• Win-Win Negotiation: Strategies for creating win-win solutions that benefit both parties.
• BATNA and ZOPA Analysis: Using BATNA and ZOPA to assess and leverage negotiation positions.
• Negotiation Styles: Understanding different negotiation styles and adapting to achieve optimal results.
Closing the Deal
• Closing Techniques: Techniques for confidently and effectively closing the negotiation.
• Finalizing the Agreement: Steps for finalizing the agreement and ensuring clarity on terms and conditions.
Post-Negotiation Follow-Up
• Evaluation: Evaluating the negotiation process and identifying areas for improvement.
• Building Long-Term Relationships: Strategies for building and maintaining long-term customer relationships post-negotiation.

FOR WHOM:
Marketing & Sales Personnel

1ST BATCH: Tuesday, March 3, 2026 — Friday, March 6, 2026.

2ND BATCH: Tuesday, June 23, 2026 — Friday, June 26, 2026.

3RD BATCH: Tuesday, October 20, 2026 — Friday, October 23, 2026.

The training methodology integrates lectures, interactive discussions, collaborative group exercises, and
illustrative examples. Participants will acquire a blend of theoretical insights and hands-on practical
experience, emphasizing the application of learned techniques. This approach ensures that attendees return
to their professional environments equipped with both the competence and self-assurance to effectively
implement the acquired skills in their responsibilities.