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Professional Sales Negotiations

Professional Sales Negotiations

To build lasting, profitable client relationships, salespeople must be able to negotiate agreements that benefit everyone: the customer, the salesperson, and their organization. Professional Sales NegotiationsTM provides your salespeople with the concepts and skills needed to steer face-to-face negotiations to a successful close.



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ContentProfessional Sales Negotiations London London -

> Ian Ferguson Miller Heiman Europe GmbH
More about the trainer

In three modules — Defining, Preparing, and Leading — the programme teaches your salespeople how to:

  • Determine which situations require selling skills versus transactional or consultative negotiation skills and when to use these skills.
  • Analyze the customer and sales points of view to gain the perspective needed to negotiate effectively.
  • Develop a negotiating strategy that optimizes the outcome for all parties and results in a mutually beneficial agreement.
  • Adopt a rational mindset for negotiating.
  • Lead a consultative sales negotiation through to a successful conclusion.
  • Redirect counterproductive behaviors to maintain a consultative approach.
  • Generate variables and alternatives that satisfy the requirements of all parties and satisfy both negotiating and relationship goals.
  • Utilize planning tools that enable success—in both planned and spontaneous negotiations.

Professional Sales NegotiationsTM is built on recent global research that identified the critical factors associated with negotiation success today and into the future. A two-day programme, Professional Sales NegotiationsTM focuses on three key areas:

  • Defining the Approach
  • Preparing for the Negotiation
  • Leading the Negotiation

Throughout the programme, participants focus on planning for their own client negotiations, brainstorming options with their peers, and practicing negotiation strategies.

Objectives and Benefits

Your salespeople will:

  • Improve their sales performance by refining their ability in a critical selling skill.
  • Experience more confidence in handling challenging negotiations.
  • Feel a greater sense of control during negotiating sessions.
  • Experience stronger salesperson/customer relationships by ensuring that the customer benefits.

Your customers will enjoy:

  • Negotiating with salespeople interested in reaching a mutually beneficial agreement, not just a sale.
  • Reaching agreements that are compatible with their organizations’ needs and goals.
  • Staying up-to-date on all the details and commitments of new agreements and the steps needed to finalize them.

Your organization will experience:

  • Increased profits from giving your salespeople the know-how to negotiate for your organization’s profitability, not just to close the sale.
  • Shortened sales cycles by helping salespeople consider potential solutions before meeting with customers.
  • An enhanced image and stronger ties with customers by showing your salespeople how to negotiate agreements with customers’ best interests in mind.

Target group


Day 1
10:00 - 11:15 Welcome & Seminar Overview; Unit:1 Understanding Professional Sales Negotiations; Sales Negotiation
11:15 - 11:30 Break
11:30 - 13:00 When to Negotiate
13:00 - 14:00 Lunch
14:00 - 16:00 Negotiating Alternatives
16:00 - 16:15 Break
16:15 - 18:00 Unit 2: Planning Professional Sales Negotiations; Analyze the Situation; Develop Alternatives; Debrief & Summary
Day 2
10:00 - 11:15 Develop Alternatives (cont.); Optimize the Outcome; Unit 3: Conducting Professional Sales Negotiations; Position the Negotiation
11:15 - 11:30 Break
11:30 - 13:00 Explore Alternatives
13:00 - 14:00 Lunch
14:00 - 16:00 Gain Agreement
16:00 - 16:15 Break
16:15 - 18:00 Gain Agreement (cont.); Debrief & Summary

Participants' Comments

"The solutions are pragmatic, practical and can be implemented directly into day-to-day business."



The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

Dates and feesProfessional Sales Negotiations








26.10.17 - 27.10.17




 Ian Ferguson

1.215,- GBP

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Ian Ferguson

Ian has been involved in the learning and development of others all his working life. From aiding the educational development of children and adolescents through teaching, he moved, via the cutting edge of direct sales, into the performance and learning development of adults in the world of business...

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