Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Negotiation and Closing Techniques
Prepare, negotiate and close sales deals that protect your margin, handle pressure calmly and win clear commitment.
About this course
Close more deals. Master objection handling, negotiation tactics, and closing techniques that protect value and win commitment.
What you will learn
- Prepare a written negotiation plan with BATNA, targets, walk-away points and tradeable issues
- Set and defend strong, justified first offers and respond to the other side's anchors
- Trade concessions using conditional offers instead of giving discounts away
- Handle price pressure, procurement processes and aggressive tactics calmly
- Read buying signals and choose a suitable closing approach for each situation
- Recognise when to walk away and do it professionally
Curriculum
Module 1Negotiation Foundations4 lessons
- 1Win-Win vs Win-Lose Thinking Free preview
- 2Preparing Your Negotiation Plan
- 3Understanding Power and Leverage
- 4Anchoring and First Offers
- QModule quiz (4 questions)
Module 2Core Techniques4 lessons
- 5Trading Concessions, Never Giving
- 6Handling Price Pressure
- 7Silence, Timing and Framing
- 8Negotiating with Procurement Teams
- QModule quiz (4 questions)
Module 3Closing the Deal4 lessons
- 9Reading Buying Signals
- 10Seven Proven Closing Approaches
- 11Overcoming Last-Minute Stalls
- 12Contract and Terms Essentials
- QModule quiz (4 questions)
Module 4Difficult Negotiations4 lessons
- 13Dealing with Aggressive Negotiators
- 14Multi-Party Negotiations
- 15When and How to Walk Away
- 16Course Project: Live Negotiation Role-Play
- QModule quiz (4 questions)
PFinal project: Live Negotiation Role-Play
Who this course is for
- Salespeople and account managers who negotiate prices and contracts
- Business owners and freelancers who quote for work and agree terms with clients
- Buyers and managers who want to understand negotiation from both sides
Requirements
- A computer or phone with an internet connection
- Some experience of selling or dealing with customers is helpful
- A partner for practice role-plays, such as a colleague or friend
What is included
Written lessons
16 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Live Negotiation Role-Play. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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