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 better day-to-day application.
Moving beyond theory, the programme addresses the practical side of Sales Negotiation: how it works in live settings, where frequent challenges arise, and how to translate the learning into immediate action across roles and teams.
Audience
- sales professionals and account managers
- commercial teams who need stronger customer conversations and follow-through
- professionals who need stronger commercial communication and pipeline discipline
- customer-facing professionals with revenue responsibility
- business development teams
- sales leaders building team capability and consistency
Learning Outcomes
- strengthen consistency across the sales process
- apply stronger structure to customer conversations and sales activity
- handle objections, negotiation, or stakeholder complexity with more confidence
- understand customer needs more effectively and respond with value
- use practical tools to improve pipeline quality and conversion
- improve qualification, follow-up, and opportunity progression
- prepare more effectively, influence discussions, and handle resistance with stronger structure
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
- 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
- better pipeline discipline and opportunity management
- stronger confidence in objection handling and commercial influence
What’s Included
- interactive workshop with customer and account scenarios
- tools for qualification, communication, and follow-through
- materials that support application in live opportunities
- role-based discussion and practical commercial frameworks
- 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. Attendance criteria can flex depending on role type, experience level, and team context.
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.