Course Modules

Module 1: Foundations of Advanced Negotiation in Sales

• The psychology of negotiation: What drives buying decisions

• Power dynamics and negotiation styles (competitive, collaborative, etc.)

• Identifying buyer motives, pain points, and hidden objections

• Anchoring, framing, and influencing buyer perception

• Preparation techniques for high-stakes deals

Outcome:Participants will map their own negotiation profile and begin building a tailored negotiation approach.

Module 2: Tactical Negotiation Techniques

• Concessions and counteroffers: When and how to make them

• Creating leverage without pressuring the buyer

• Advanced questioning and probing techniques

• The principle of reciprocity and perceived value

• Managing silence, stalls, and delays strategically

Outcome:Participants will engage in mock negotiations and apply advanced tactics in real-time simulations.

Module 3: Mastering Objection Handling

• The psychology behind objections: fear, budget, indecision

• Common objections (price, authority, timing) and how to overcome them

• Reframing objections into opportunities

• Active listening and empathy in difficult conversations

• Objection handling scripts and personal style development

Outcome:Develop and refine objection-handling scripts tailored to specific customer segments.

Module 4: Closing Strategies that Work

• Identifying buying signals and timing the close

• Consultative closing vs assumptive and direct closes

• Closing frameworks: ABC, SNAP, SPIN, and The Challenger Sale

• Gaining final commitment without pressure

• Creating urgency without discounts or desperation

Outcome:Participants will practice applying different closing techniques and analyze which works best for different deal types.

Module 5: High-Stakes Simulation & Strategic Deal Planning

• Role-playing a full end-to-end sales negotiation

• Dealing with procurement, gatekeepers, and decision committees

• Building strategic deal plans with multiple stakeholders

• Post-close strategies: onboarding, account management, upselling

• Final presentations: Negotiation debrief and peer feedback

Outcome:Deliver a simulated complex negotiation, receive feedback, and create a deal-closing playbook.