Negotiation and Closing for Sales Teams
The final stage of a sale often decides both whether a deal happens and how profitable it is. This course sharpens the negotiation and closing skills of sales professionals. Delegates practise handling price pressure, trading value, and gaining commitment.
Course outline
What this programme covers, module by module.
- 01Preparing for sales negotiations with clear limits
- 02Defending price and protecting healthy margin
- 03Trading concessions in return for value
- 04Handling stalls and late stage objections
- 05Recognising and acting on buying signals
- 06Gaining clear and documented commitment to buy
- 07Managing procurement led negotiation tactics
What you will gain
- Prepare for sales negotiations
- Defend price and protect margin
- Trade concessions for value
- Handle stalls and late objections
- Recognise buying signals
- Gain clear commitment to buy
Who should attend
- Sales representatives
- Account managers
- Business development staff
- Sales team leaders
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 2 to 4 Nov 2026 | Johannesburg | 3 Days | R13,000 | |
| 23 to 25 Nov 2026 | London | 3 Days | US$1,500 | |
| 7 to 9 Dec 2026 | Dubai | 3 Days | US$1,500 | |
| 11 to 13 Jan 2027 | Pretoria | 3 Days | R13,000 | |
| 8 to 10 Mar 2027 | Durban | 3 Days | R13,000 | |
| 4 to 6 May 2027 | Cape Town | 3 Days | R13,000 | |
| 12 to 14 Jul 2027 | Johannesburg | 3 Days | R13,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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