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 Makassar, participants build practical capability in Sales Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Makassar that want sharper execution discipline, clearer judgement, and more reliable workplace adoption.
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 typical weaknesses occur, and how participants can put the learning into practice straight 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
- commercial teams who need stronger customer conversations and follow-through
- professionals who need stronger commercial communication and pipeline discipline
- business development teams
Learning Outcomes
- strengthen consistency across the sales process
- improve qualification, follow-up, and opportunity progression
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- understand customer needs more effectively and respond with value
- handle objections, negotiation, or stakeholder complexity with more confidence
- use practical tools to improve pipeline quality and conversion
- apply stronger structure to customer conversations and sales activity
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
- improved conversion, account growth, or customer retention capability
- stronger influence, negotiation quality, and stakeholder alignment
- better pipeline discipline and opportunity management
- better consistency across the sales team
- higher quality sales conversations and customer engagement
What’s Included
- optional tailoring to sales cycle, customer type, or sector
- role-based discussion and practical commercial frameworks
- materials that support application in live opportunities
- interactive workshop with customer and account scenarios
- tools for qualification, communication, and follow-through
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. Attendance criteria can flex depending on role type, experience level, and team context.
2. Can the course be tailored for our organisation in Makassar?
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 interactive exercises, applied case studies, group discussion, and reflection-based learning.
5. Can this be delivered virtually as well as in person?
Yes. The programme is available in person in Makassar, as a live virtual session, or as a private corporate programme for teams across Indonesia and Southeast Asia.