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 Shenzhen, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Shenzhen that want better execution quality, clearer judgement, and improved on-the-job implementation.
This is not a theoretical overview. The course examines how Sales & Negotiation applies in real work, what proper application means in practice, where frequent challenges arise, and how to apply new approaches from day one from day one.
Audience
- business development teams
- customer-facing professionals with revenue responsibility
- professionals who need stronger commercial communication and pipeline discipline
- sales leaders building team capability and consistency
- sales professionals and account managers
- commercial teams who need stronger customer conversations and follow-through
Learning Outcomes
- apply stronger structure to customer conversations and sales activity
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- improve qualification, follow-up, and opportunity progression
- handle objections, negotiation, or stakeholder complexity with more confidence
- strengthen consistency across the sales process
- understand customer needs more effectively and respond with value
- use practical tools to improve pipeline quality and conversion
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
- 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
- improved conversion, account growth, or customer retention capability
- stronger influence, negotiation quality, and stakeholder alignment
What’s Included
- tools for qualification, communication, and follow-through
- role-based discussion and practical commercial frameworks
- materials that support application in live opportunities
- optional tailoring to sales cycle, customer type, or sector
- 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. The group composition can be adapted based on seniority, department, and business requirements.
2. Can the course be tailored for our organisation in Shenzhen?
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?
Typically, 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. We offer in-person delivery in Shenzhen, live online sessions, and tailored corporate programmes for teams throughout China and the wider Asia-Pacific region.