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Description

Sales Negotiation: Prepare, Defend Your Price and Close the Deal

Stop trading discounts for signatures and learn to exchange every concession

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Many sales professionals conduct an excellent sales meeting and then lose the essentials in the final minutes. Without costed preparation, they grant a discount to avoid a deadlock, concede payment terms without anything in return and sign a deal whose margin no longer covers the cost of serving the account.

These two days address negotiation from the seller's side. Participants learn to prepare their room for manoeuvre before the meeting, handle discount requests without devaluing their offer, secure something in return for every concession and lock in the agreement. Filmed practice sessions are based on their live opportunities.

Learning objectives

  • Prepare a negotiation by costing the target, the walk-away point and the room for manoeuvre
  • Identify the real priorities and constraints of the other party
  • Defend your price by arguing value rather than justifying the rate
  • Exchange every concession for something of equivalent value
  • Close and formalise the agreement to prevent later renegotiation

What makes this programme different

Each participant prepares and negotiates a live opportunity from their own pipeline
A costed grid of concessions and trade-offs is built and then used in simulation
Practice sessions are filmed and reviewed point by point with the group

Programme

1Preparing Before You Walk In

Negotiations are won before the meeting

  • Distinguishing the sales meeting from the negotiation phase
  • Target outcome, walk-away point and fallback solution
  • Mapping decision-makers and approval routes
  • Anticipating the client's predictable requests

2Arguing and Defending Your Price

Responding to pressure without devaluing yourself

  • Announcing the price and handling the first silence
  • Managing discount requests and comparisons with competitors
  • Arguing on value in use and total cost of ownership
  • Responding to budget and lead-time objections
  • Attitude in the face of pressure tactics

3Concessions and Trade-Offs

Never give without receiving

  • Building a list of possible concessions and their real cost
  • Identifying trade-offs that are genuinely useful to your company
  • Pacing concessions and the effect of successive steps
  • Handling last-minute requests

4Closing and Securing the Deal

Turning a verbal agreement into a kept commitment

  • Spotting buying signals and choosing the moment to close
  • Closing techniques and managing final hesitation
  • Putting negotiated points in writing
  • Preventing renegotiation after signature
  • Reviewing the negotiation and lessons for the next one

Who is it for

Sales representatives, technical sales specialists, account executives, business development engineers and anyone required to negotiate commercial terms with a client.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.