Summary
Commercial success depends on strong customer conversations, disciplined opportunity management, and the ability to create value throughout the sales cycle. This course develops practical capability in Sales & Negotiation so sales teams can improve quality of engagement, conversion, and account outcomes. In this Sales & Negotiation Training Course in Pune, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Pune that want better execution quality, clearer judgement, and sustained practical application.
Rather than staying at theory level, the course focuses on how Sales & Negotiation is used in day-to-day work, what strong practice involves, where frequent challenges arise, and how participants can implement what they learn right away in their own roles and teams.
Audience
- sales leaders building team capability and consistency
- professionals who need stronger commercial communication and pipeline discipline
- commercial teams who need stronger customer conversations and follow-through
- sales professionals and account managers
- customer-facing professionals with revenue responsibility
- business development teams
Learning Outcomes
- use practical tools to improve pipeline quality and conversion
- understand customer needs more effectively and respond with value
- improve qualification, follow-up, and opportunity progression
- handle objections, negotiation, or stakeholder complexity with more confidence
- apply stronger structure to customer conversations and sales activity
- strengthen consistency across the sales process
- prepare more effectively, influence discussions, and handle resistance with stronger structure
Agenda / Modules
Module 1: Preparing the conversation
- setting objectives, boundaries, and priorities
- understanding stakeholders, interests, and constraints
- preparing options and trade-offs before the conversation
Module 2: Interests, priorities, and leverage
- positions versus interests
- leverage, concessions, and alternatives
- deciding what matters most and where flexibility exists
Module 3: Influence and communication tactics
- questioning, listening, framing, and influence
- communicating value and managing perceptions
- building trust while protecting outcomes
Module 4: Managing tension and pushback
- responding to objections, emotion, and conflict
- keeping conversations constructive under pressure
- avoiding common mistakes that weaken credibility
Module 5: Agreements and follow-through
- capturing agreements, commitments, and next steps
- ensuring clarity after the discussion
- using reflection to improve future conversations
Business Benefits
- stronger confidence in objection handling and commercial influence
- higher quality sales conversations and customer engagement
- improved conversion, account growth, or customer retention capability
- better pipeline discipline and opportunity management
- better consistency across the sales team
- stronger influence, negotiation quality, and stakeholder alignment
What’s Included
- role-based discussion and practical commercial frameworks
- optional tailoring to sales cycle, customer type, or sector
- materials that support application in live opportunities
- tools for qualification, communication, and follow-through
- interactive workshop with customer and account scenarios
FAQs
1. Who should attend this Sales & Negotiation course?
This programme is designed for professionals, managers, and teams who need stronger practical capability in sales & negotiation. We can adjust the participant mix to reflect different functions, levels, and priorities.
2. Can the course be tailored for our organisation in Pune?
Yes. The programme can be adapted to your industry, internal terminology, systems, policies, examples, and team challenges so the learning is more directly usable after the workshop.
3. Is this course suitable for mixed-function groups?
In the majority of cases, yes. The workshop can be run for a single function or for mixed groups where collaboration across roles is important.
4. Does the course include practical exercises?
Yes. Depending on the format, the course can include practical exercises, facilitated case analysis, individual reflection, and team-based application.
5. Can this be delivered virtually as well as in person?
Yes. We offer in-person delivery in Pune, live online sessions, and tailored corporate programmes for teams throughout India and South Asia.