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 Surabaya, participants build practical capability in Sales & Negotiation with focus on preparation, stakeholder understanding, influence, and constructive agreement. The programme is designed for organisations in Surabaya that want more consistent delivery, clearer judgement, and stronger real-world usage.
The programme goes beyond theory to explore how Sales & Negotiation works in practice — covering how skilled application looks in practice, where typical weaknesses occur, and how participants can implement what they learn right away within their own teams.
Audience
- sales leaders building team capability and consistency
- commercial teams who need stronger customer conversations and follow-through
- sales professionals and account managers
- business development teams
- professionals who need stronger commercial communication and pipeline discipline
- customer-facing professionals with revenue responsibility
Learning Outcomes
- prepare more effectively, influence discussions, and handle resistance with stronger structure
- use practical tools to improve pipeline quality and conversion
- strengthen consistency across the sales process
- apply stronger structure to customer conversations and sales activity
- handle objections, negotiation, or stakeholder complexity with more confidence
- 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
- better consistency across the sales team
- better pipeline discipline and opportunity management
- higher quality sales conversations and customer engagement
- stronger confidence in objection handling and commercial influence
- stronger influence, negotiation quality, and stakeholder alignment
- improved conversion, account growth, or customer retention capability
What’s Included
- tools for qualification, communication, and follow-through
- role-based discussion and practical commercial frameworks
- interactive workshop with customer and account scenarios
- materials that support application in live opportunities
- optional tailoring to sales cycle, customer type, or sector
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 Surabaya?
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 practical exercises, facilitated case analysis, individual reflection, and team-based application.
5. Can this be delivered virtually as well as in person?
Yes. Delivery options include in-person training in Surabaya, live virtual workshops, and bespoke corporate sessions for teams in Indonesia and Southeast Asia.