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 Jinan, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Jinan that want improved operational delivery, 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, how skilled application looks in practice, where standard pitfalls emerge, and how participants can apply new approaches from day one in their own roles and teams.
Audience
- professionals who need stronger commercial communication and pipeline discipline
- sales professionals and account managers
- commercial teams who need stronger customer conversations and follow-through
- business development teams
- customer-facing professionals with revenue responsibility
- sales leaders building team capability and consistency
Learning Outcomes
- apply stronger structure to customer conversations and sales activity
- handle objections, negotiation, or stakeholder complexity with more confidence
- strengthen consistency across the sales process
- use practical tools to improve pipeline quality and conversion
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- improve qualification, follow-up, and opportunity progression
- understand customer needs more effectively and respond with value
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
- improved conversion, account growth, or customer retention capability
- higher quality sales conversations and customer engagement
- stronger confidence in objection handling and commercial influence
- better pipeline discipline and opportunity management
- better consistency across the sales team
- stronger influence, negotiation quality, and stakeholder alignment
What’s Included
- materials that support application in live opportunities
- optional tailoring to sales cycle, customer type, or sector
- tools for qualification, communication, and follow-through
- role-based discussion and practical commercial frameworks
- 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 Jinan?
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?
Generally, 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 hands-on activities, scenario walkthroughs, group reflection, and facilitator-guided practice.
5. Can this be delivered virtually as well as in person?
Yes. We offer in-person delivery in Jinan, live online sessions, and tailored corporate programmes for teams throughout China and the wider Asia-Pacific region.