Sales Negotiation and Closing Techniques

What this subject covers

Lesson topics

1. Negotiation in Sales: What It Is and When It Begins
2. Preparing to Negotiate: Priorities, Limits, and Alternatives
3. Understanding BATNA and Walking Away
4. Value-Based vs Price-Based Negotiation
5. Common Negotiation Tactics Buyers Use
6. Making and Responding to Concessions
7. Handling Price Pressure Without Discounting Reflexively
8. Multi-Issue Negotiation: Expanding Beyond Price Alone
9. Negotiating With Procurement and Purchasing Professionals
10. Emotional Control and Composure During Negotiation
11. Silence and Pacing in Negotiation
12. Reading Buyer Signals During Negotiation
13. Win-Win Negotiation and Principled Bargaining
14. Negotiating Under Time Pressure
15. Written Proposals and Contract Terms
16. Recognising When a Deal Should Not Be Made
17. Closing a Negotiated Deal: Confirming Mutual Agreement
18. Group and Team-Based Negotiations
19. Negotiating Renewals and Long-Term Contracts
20. Competitive Situations: Negotiating Against a Rival Offer
21. Ethical Boundaries in Negotiation
22. Debriefing After a Negotiation: What to Learn
23. Cultural Considerations in Cross-Border Negotiation
24. Negotiation Preparation Checklists and Tools
25. Building a Career Specialism in Sales Negotiation