How to negotiate like a pro

Negotiation isn’t just about handling price objections. It’s about how you sell from the very first conversation.

In this session, we cover the full negotiation process – from preparation through to close – and how to apply it across every stage of the sales cycle. You’ll learn how top-performing reps negotiate by building value, not cutting costs. How they listen, probe and present in a way that drives action. And how they close with clarity and confidence.

Because real negotiation isn’t a one-off event at the end of a deal. It’s everything you say and do to bring someone with you – from first contact to signed contract.

This session is full of practical tips your team can start using straight away. Whether you’re coaching a team or closing deals yourself, it’s 16 minutes well spent.

What you’ll learn

• The three types of negotiator – and which one wins more, more often
• Why negotiation should start long before you reach the proposal
• The five stages of effective sales negotiation
• How to ask smarter discovery questions that unlock real value
• Simple, proven closing techniques that move deals forward

Who it’s for

Salespeople, account managers and commercial leaders looking to:

• Increase close rates without relying on discounts
• Build stronger relationships with prospects and buyers
• Handle objections earlier and more effectively
• Create value at every step of the sales process