Advanced Negotiation and Closing Techniques for Technology Solutions
High-value technology deals are won in preparation, not at the table — advanced negotiation and closing craft for sales consultants who carry the number.
Format
Classroom · Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
Most technology deals are lost before the two sides ever meet — in preparation the salesperson skipped and the buyer did not. This highly practical, interactive programme rebuilds the negotiation from that stage forward: how the best salespeople and the best buyers negotiate, where power in a negotiation actually comes from, and the planning and tactics that shape a winning outcome. It trains participants to read body language, recognise the manipulative tactics of difficult counterparts, and question strategically until the client’s real challenges and ideal outcomes surface. Inter-cultural negotiation gets deliberate attention. The cohort works through converting resistance and objections and closing high-value technology sales with a personal style that plays to their strengths.
What you will do
Who attends
- Sales executives, consultants, managers and directors
- Heads of departments who negotiate technology deals
- Pre-sales staff
- Contract negotiators
Programme agenda
Built for the decisions no textbook prepares you for
I.Where power comes from
- How the best salespeople — and the best buyers — negotiate
- The sources of power in any negotiation
- Winning in the preparation stage: planning and tactics
II.Reading the other side
- Body language in negotiation
- Recognising common manipulative tactics of difficult people
- Interpersonal communication styles and negotiation strategy
- Inter-cultural negotiation: breaking the culture barrier
III.The consultative method
- Listening to truly understand client challenges
- Strategic questioning: current challenges and ideal outcomes
- Needs, values and motivations of the individual client
- Presenting solutions with purpose
IV.Converting and closing
- Managing and converting resistance and objections
- Redirecting counterproductive behaviours
- Developing a personal negotiation style
- Closing high-value technology sales
Frequently asked
Who should attend this negotiation and closing techniques programme?
The programme is designed for sales executives, consultants, managers and directors, heads of departments who negotiate technology deals, pre-sales staff and contract negotiators. It suits anyone who carries a number on high-value technology sales.
What negotiation skills does the training develop?
It rebuilds the negotiation from the preparation stage forward: where power actually comes from, planning and tactics, reading body language, countering the manipulative tactics of difficult counterparts, and strategic questioning that surfaces the client’s real challenges. Inter-cultural negotiation and converting resistance and objections into a close receive deliberate attention.
Is the programme available in French or as an in-house edition?
Yes. BIZENIUS delivers the programme in English and French, and an in-house edition can be tailored to your sales organisation and deal environment. Sessions run on a rolling calendar with dates confirmed on request, and fees and quotations are provided on enquiry.
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In their words
Knowledge transfer, emphasised throughout
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Take the brochure with you.
One request — the full agenda, the faculty and the next cohort dates, sent personally by the admissions team.