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Description

Banking Sales Negotiation: Prepare, Argue and Close the Client Meeting

Defend your pricing conditions with clients who compare offers and push for concessions

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

The client arrives with a competitor's offer in hand and asks you to match the rate or waive the fees. The adviser concedes quickly to protect the relationship, then discovers that the profitability of the case no longer holds. Without preparation, the meeting revolves around price alone.

This one-day programme is designed for advisers who are new to negotiation with retail clients. It is built around real retail banking conversations: home finance, review of conditions, cross-selling of services. Participants learn to prepare, to argue on value and to obtain something in return for every concession.

Learning objectives

  • Prepare a negotiation meeting based on the client's situation and relationship history
  • Build an argument that highlights the value of the relationship beyond price
  • Handle objections relating to pricing and to competing offers
  • Obtain something in return for every concession granted
  • Close the meeting and lock in the commitments made

What makes this programme different

Meetings are role-played on retail banking situations with a competing offer on the table
Every concession granted is quantified to measure its impact on the case
The most frequent pricing objections are worked through one by one

Programme

1Preparing the Meeting

Never walk in empty-handed

  • Analysis of the client's situation and current portfolio of products
  • Defining the objective of the meeting and the walk-away point
  • Identifying the pricing room for manoeuvre available
  • Anticipating the competitor arguments the client will bring

2Conducting the Negotiation

Moving the discussion from price to value

  • Needs discovery and questions that get the client talking
  • Building the argument around the service delivered
  • Presenting the pricing and justifying the proposal
  • Handling price objections and comparisons with competitors
  • The reciprocity rule: something in return for every concession

3Closing and Following Up

Securing both the agreement and the relationship

  • Buying signals and closing techniques
  • Formalising mutual commitments
  • Handling requests for time to think it over
  • Follow-up after the meeting and preparation of the next appointment

Who is it for

Retail client advisers as well as front-desk officers and junior advisers working in bank branches.

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.