Resource Logo

Hello, you are using an old browser that's not compatible and no longer supported. Please consider updating your browser to a newer version.

This site uses cookies to provide you with a great user experience. By clicking continue you accept our use of cookies to modify the information we collect please click here.


This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies. Find out more here.

Contact Us Contact Us

Consultative Sales Negotiation Training Programme

Close Larger Deals Faster with Sales Negotiation Skills Training

Sellers today must work harder than ever to reach the final stage in pursuing a sale:  the negotiation.  Therefore, the urge to close can overwhelm other considerations, namely price.

sales negotiation training

In the moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.

To protect the value of the sale, professionals must build skills that enable them to convert demands into needs.

Demands are inflexible.  Needs can be addressed in ways that protect pricing.

Training sellers to take a consultative approach to negotiations helps them control outcomes by connecting the value of the offering to the customer’s needs.

Richardson’s Consultative Sales Negotiation Training Programme

Richardson’s Consultative Sales Negotiation Training programme (learn more here) offers specific practices that sellers can apply in a variety of negotiations, regardless of deal size or industry.

The program offers a Framework that helps sales professionals shape their customer’s perception of value while working towards a mutually beneficial outcome.

With a combination of social psychology, interactive learning, and customisation, learners leave training with the tools, skills, and confidence to move a commitment to a close.

Richardson’s Chief Marketing Officer, Andrea Grodnitzky, explains how a consultative approach to negotiations results in more mutually beneficial outcomes for your sales professionals and their clients.

Taking a Consultative Approach to Sales Negotiations | Richardson

To learn more contact us or download the white paper, Winning the Sale Without Thinning the Sale: Negotiating With the Modern Buyer

Consultative Negotiations Programme Learning Objectives

Upon completing the sales negotiations training programme your sales team will be better able to:

    • Control the impulse to jump to trading by connecting solutions to client needs
    • Use preparation to prime the customer to build trust and maximise outcomes
    • Lead the negotiation process with an opening that anchors the value of the deal
    • Preserve deal size by converting demands to needs to prevent or limit trading
    • Learn to achieve mutually beneficial results
    • Convert a commitment to a close by overcoming deadlocks
    • Execute effective follow-up to solidify the deal and maintain momentum
    • Understand the psychological principles at work during the decision-making process

Consultative Negotiations Program Business Benefits

Upon completing the sales negotiation training programme (learn more here) your sales team will experience the following business benefits:

    • Improved ability to justify value and protect or increase deal size
    • Increased win ratio and decrease the sales cycle by leading the negotiation with confidence and control
    • Improved ability to protect price and avoid discounting while preserving relationships

Program Delivery

Richardson’s Sales Negotiations Training programme is available in the following modalities:

Want More Info?

If you would like to speak with one of our sales training experts about Richardson's Consultative Negotiations Training Programme please complete the form below and a member of our team will contact you within 24 hours. If you need immediate assistance call us at 800-526-1650.