Effective Sales Negotiation


Course introduction

Many Sales Professionals use discount as a strategy to close the sales. However, it greatly affects company's bottom line as every 1% discount given reduces the net profit by more than 5%!"" In order to achieve win-win outcome for sales negotiation, we need to understand human psychology and develop our negotiation approach before coming to the negotiation table. This will allow Sales Professionals to apply effective negotiation techniques to get better terms when confirming the sales. The aim of this workshop is to equip Sales Professionals an effective negotiation framework and techniques for effective negotiation.

Course Outline

Workshop Objectives

At the end of the workshop, participants will learn to:

  • Understand the important principles and techniques of negotiation framework
  • Create value proposition for better negotiation power
  • Achieve a win-win negotiation outcome

Workshop Outline.Content

1. Essence Of Negotiation
  • Are you making the 5 most common negotiation mistakes?
  • Insights to the negotiation framework

2. Key Perparation For Winning Negotiation
  • Develop the negotiation checklist
  • Create vlaue proposition through research and analysis

3. Deploy Negotiation Strategies
  • Understand human psychology
  • Apply effective negotiation strategies and techniques

4. Conduct Negotiation
  • Create right atmosphere and understand customer's needs
  • Manage customer's requests and overcome customer objections

5. Achieve Win-Win Outcome
  • Finalize the details of the sales contract
  • Grain customer commitment and achieving win-win outcome


The workship is designed to deliever maximum result through experiential learning, case studies, group discussions, video, self-reflection and translation into actual action plan that can be applied immediately at work.


1 Day (8 hours)

Available Course Sessions

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Trainer Profile

Organisational Development Concepts (ODC)

Organisational Development Concepts (ODC) was established by a team of professionals passionate on OD who saw the increasing demand for customised training intervention, and the increasing need of a one stop provider.

The ODC management team have more than 47 years experience in the OD and HRD fields. Together with its in-house management consultant and a team of 80 associate trainers as well as subject matter experts in various fields, we are here to serve and support your organizations developmental needs.