Negotiating Client Value (NCV)

Training overview
Corporate / Group Training
2 days
Start dates
North America
Offered at a time and date of your preference

Course description

Negotiating Client Value (NCV): Onsite Training CourseNegotiating Client Value (NCV): Onsite Training Course

Imparta understands that good sales negotiation cannot be separated from the sales process. Now more than ever the role of sales negotiation is essential. Despite its importance, many companies still fail to train this as an explicit skill or to link it to their sales methodology. As such, value is left on the table; either because salespeople and negotiators give too much away or because they are too focused on winning concessions and fail to spot opportunities to create value for both parties.

Imparta’s Negotiating Client Value (NCV) training course has been specifically developed for the sales environment. The course echoes the customer-centric philosophy of Imparta's award winning core methodology workshop Creating Client Value (CCV), which builds advanced negotiation strategies and skills in the context of the customer’s Buying Cycle. This onsite training course will develop the skills of your salespeople in order to create value for both parties while defending your margins against price pressure.

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Who should attend?

This onsite training course is best suited for those involved in sales and contract negotiations with customers. Typical roles who would benefit from this course include:

  • Business Development Managers
  • Account Managers or Directors
  • Commercial Managers
  • Salespeople


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Certification / Credits

This onsite training course will allow you to face the following obstacles:

  • Lack of client insight
  • Failing to maximize opportunities
  • Short-term client relationships
  • Inability to identify when the client is ready to negotiate
  • Entrenched client negotiating positions
  • Not engaging with Procurement
  • Loss of composure under pressure

About Imparta



Imparta improves its clients’ business performance in the areas of Sales, Sales through Service and Service using highly practical and researched approaches and an integrated solution that goes well beyond simple training interventions. Imparta’s Capability Building® System combines assessment, training, coaching, application...

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Contact info


14-16 Peterborough Rd
SW6 3BN London

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