Negotiating Value for Sales Professionals

Signature Worldwide
Training overview
Corporate / Group Training
1 day
Start dates
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Negotiating Value for Sales Professionals

Course description

Negotiating Value for Sales Professionals

Being an effective negotiator takes knowledge, planning and courage. Negotiating is not selling. And, it is not giving discounts.

In Signature Worldwide’s Negotiating Value for Sales Professionals session, participants discuss what negotiations are, what they are not, and what factors affect them. They will learn to recognize buyer characteristics by what is said and how it is said, and to create a negotiating strategy to deal with them. In addition, time will be spent on practicing their strategy.

Strong negotiators know how to ask high impact questions and to uncover knowledge while holding back their own, to gain an advantage. During this one-day session, participants will learn how to use knowledge obtained from The Johari Window and apply it to one of their real clients.

Signature is confident that your sales team will benefit from this powerful session. Ask yourself the following questions:

  • Are your sales people confident in their interactions with potential clients during the closing process?
  • Are they quick to give concessions?
  • Do they negotiate with price rather than value?
  • Do they know the value of the concessions they offer?
  • Do they maximize profit while maintaining the relationship and respect of the buyer?

We will help your staff perfect the skills needed to provide positive answers to these questions and more, to strengthen the client relationship at the most crucial part of the sales process – the closing.


This training session teaches participants how to strengthen their negotiation skills and sales ,management. In a team setting, the participants will learn the concept of prioritizing which concessions to offer and explore possible options for the client. Finally, they will learn to be a better closer while negotiating from a position of strength.

Program Outcomes

Through a variety of techniques, including skill practice, employees will:

  • Recognize a buyer’s negotiation style and implement an effective negotiating strategy to gain advantage
  • Use High Impact Questions to get the most out of your negotiation
  • Close the sale through isolating key negotiation points, Quid Pro Quo and the Assumptive Close
  • Identify high-value options for the customer and low-cost options for the seller.

Inquire about on-site or live virtual training for your team!

Want to find out more?

Who should attend?

• General Managers
• Directors of Sales
• Sales Managers

Training content

Course Agenda

Session 1

  • Define what negotiations are and are not
  • Factors affecting negotiations
  • Identify buyer behaviors and characteristics
  • Discuss Strategies For negotiating with each type of buyer

Session 2

  • Use of The Johari Window to best prepare for negotiation
  • Understanding what is known versus what is not known
  • Discuss strategies to uncover what is not known
  • Group activity using The Johari Window for actual upcoming negotiations
  • Homework of utilizing The Johari Window over the next week with upcoming negotiations.

Session 3

  • Recap of The Johari Window use over the last week
  • Discuss how to isolate in the act of closing, and how to use the six-step closing process
  • Create a plan of action
  • Identify negotiation tips and best practices

Course delivery details

  •  This training is available via an instructor-led virtual classroom using Zoom or onsite at your location.
  • Both training options are delivered by a highly experienced Signature Worldwide trainer. 


Please request more information from Signature Worldwide about dates and pricing.

Why choose Signature Worldwide?

Our 30+ years of experience includes training over 36,000 businesses in 50 countries

98% of our customers would highly recommend Signature Worldwide to others

Fun, engaging and inspiring training solutions that improve our clients’ ability to acquire and retain customers

About Signature Worldwide

Signature Worldwide

Global Customer Service and Sales Training  You seek customer service and sales training to help your teams effectively cultivate, engage and nurture relationships with customers. But does your training partner have depth of expertise in your industry? Signature Worldwide does....

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Contact info

Signature Worldwide

5555 Parkcenter Circle, Suite 100
43017 Dublin Ohio

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