Negotiation and Closing Fundamentals
Master proven negotiation techniques and closing strategies to increase your win rate and deal value.
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Why master negotiation and closing?
Many deals are lost not because of the product, but because of poor negotiation. With the right techniques, you can defend your margins while creating win-win outcomes.
Prepare negotiations strategically
Learn to analyze the power balance, identify negotiation levers, and define your negotiation zone. Good preparation is 80% of negotiation success.
Defend your value and margins
Stop giving unnecessary discounts. Learn to justify your prices, trade concessions for counterparts, and create value in the negotiation process.
Close with confidence
Master different closing techniques adapted to each situation. Recognize buying signals and know when and how to ask for the deal.
Learning Objectives
By the end of this training, you will be able to:
- Prepare negotiations using a structured methodology
- Analyze the power balance and negotiation levers
- Defend your prices and trade concessions effectively
- Handle price objections with confidence
- Apply different closing techniques based on context
Target Audience
This training is designed for: Sales Representatives, Business Developers, Account Managers
Program
Before the Training
- Complete a self-assessment on your negotiation skills
- Identify a negotiation case to work on during training
During the Training
Negotiation preparation
- Analyzing the power balance
- Defining your negotiation zone (BATNA, walk-away point)
- Identifying negotiation levers and variables
Negotiation conduct
- Opening the negotiation effectively
- Trading concessions for counterparts
- Handling pressure tactics
Handling price objections
- Understanding the real objection behind price
- Justifying value vs. defending price
- Techniques for maintaining margins
Closing techniques
- Recognizing buying signals
- Different closing approaches
- When and how to ask for the deal
Practice and simulations
- Negotiation role-plays on your cases
- Video feedback and coaching
- Building your action plan
Training Methods
- Theoretical and methodological content
- Negotiation simulations and role-plays
- Work on your real cases
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
100+ programs designed by our instructional engineers and delivered by 40 field specialists.
Frequently Asked Questions
What's the difference between selling and negotiating?
Selling is about creating desire and demonstrating value. Negotiation happens when the client wants to buy but seeks better terms. This training focuses on the negotiation phase - defending value and closing effectively.
Will I learn to handle discount requests?
Yes, handling price objections and discount requests is a core part of the training. You'll learn to justify value, trade concessions, and maintain margins while preserving the relationship.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables our training programs to be funded by OPCO. Contact us for a personalized quote and funding options.
Request a Quote
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Contact Us Directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)