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 Nanjing, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Nanjing that want enhanced implementation capability, clearer judgement, and sustained practical application.
This is not a theoretical overview. The course examines how Sales & Negotiation applies in real work, what good practice means in practice, where frequent challenges arise, and how to put the learning into practice straight away from day one.
Audience
- customer-facing professionals with revenue responsibility
- sales professionals and account managers
- business development teams
- 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
Learning Outcomes
- apply stronger structure to customer conversations and sales activity
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- handle objections, negotiation, or stakeholder complexity with more confidence
- use practical tools to improve pipeline quality and conversion
- improve qualification, follow-up, and opportunity progression
- understand customer needs more effectively and respond with value
- strengthen consistency across the sales process
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 influence, negotiation quality, and stakeholder alignment
- better consistency across the sales team
- better pipeline discipline and opportunity management
- improved conversion, account growth, or customer retention capability
- higher quality sales conversations and customer engagement
- stronger confidence in objection handling and commercial influence
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. The group composition can be adapted based on seniority, department, and business requirements.
2. Can the course be tailored for our organisation in Nanjing?
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 collaborative tasks, scenario work, guided reflection, and trainer-led application exercises.
5. Can this be delivered virtually as well as in person?
Yes. This course can be taken in person in Nanjing, via live virtual classroom, or as a private session for organisations across China and the wider Asia-Pacific region.