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 Hangzhou, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Hangzhou that want sharper execution discipline, clearer judgement, and improved on-the-job implementation.
Rather than staying at theory level, the course focuses on how Sales & Negotiation is used in day-to-day work, how best practice translates into action, where frequent challenges arise, and how participants can implement what they learn right away in their own roles and teams.
Audience
- sales professionals and account managers
- customer-facing professionals with revenue responsibility
- sales leaders building team capability and consistency
- professionals who need stronger commercial communication and pipeline discipline
- business development teams
- commercial teams who need stronger customer conversations and follow-through
Learning Outcomes
- apply stronger structure to customer conversations and sales activity
- handle objections, negotiation, or stakeholder complexity with more confidence
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- improve qualification, follow-up, and opportunity progression
- use practical tools to improve pipeline quality and conversion
- strengthen consistency across the sales process
- 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
- better pipeline discipline and opportunity management
- stronger confidence in objection handling and commercial influence
- improved conversion, account growth, or customer retention capability
- better consistency across the sales team
- higher quality sales conversations and customer engagement
- stronger influence, negotiation quality, and stakeholder alignment
What’s Included
- optional tailoring to sales cycle, customer type, or sector
- materials that support application in live opportunities
- interactive workshop with customer and account scenarios
- tools for qualification, communication, and follow-through
- role-based discussion and practical commercial frameworks
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. Participant profiles can be tailored to match role level, function, and organisational needs.
2. Can the course be tailored for our organisation in Hangzhou?
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 hands-on activities, scenario walkthroughs, group reflection, and facilitator-guided practice.
5. Can this be delivered virtually as well as in person?
Yes. Delivery options include in-person training in Hangzhou, live virtual workshops, and bespoke corporate sessions for teams in China and the wider Asia-Pacific region.