Sales Negotiation
Protecting value in commercial negotiation.
- Level
- Intermediate
- Duration
- 5 hours
- Modules
- 5
- Delivery
- Virtual
- Status
- LIVE VIRTUAL
Course overview
Sales Negotiation is a intermediate program for sales professionals, account managers and business development leaders. It is designed for people who need to move beyond awareness and apply sales & business development capability in real work. The course connects client diagnosis, pipeline discipline, consultative conversations and value protection to the decisions, documents and conversations participants face in their roles. Participants work through practical scenarios, management examples and structured templates so the learning can be transferred back into daily routines. For corporate delivery, Carnelian adapts the examples, language and application tasks to the organization's operating context, policies and capability priorities. The program can be delivered as virtual learning over 5 hours, with 5 modules, knowledge checks and a completion assessment. The outcome is not only course completion. The intended result is a clearer standard of practice, stronger confidence and a practical action plan that managers or participants can review after the program.
What you will be able to do
- Apply sales negotiation concepts to current workplace responsibilities.
- Use practical tools that support client diagnosis, pipeline discipline, consultative conversations and value protection.
- Identify common failure points and choose an appropriate response.
- Produce a short workplace action plan with priorities, owners and next steps.
Who this course is for
Professionals working at intermediate level in this subject area, and teams that need a shared standard of practice. Corporate cohorts can be grouped by function, seniority or current business priority.
Curriculum
- 01Market focus and buyer context3 lessons
- 02Prospecting, qualification and pipeline discipline4 lessons
- 03Consultative discovery and needs diagnosis5 lessons
- 04Proposal, negotiation and objection handling3 lessons
- 05Account growth and relationship management4 lessons
Requirements
No prior qualification is required. Participants should have current or intended responsibility in this area of work, and access to a laptop for virtual and self-paced delivery.