Sales Negotiations
Win Every Sales Deal with Confidence
BNA SALES NEGOTIATION TRAINING: MASTERING SALES, MAXIMISING PROFITABILITY
Sellers are facing increasingly complex negotiations, more professional buyers, more irrational competitive behaviour, and more internal negotiation—all of which, of course, make negotiating more difficult. Clearly, the rules of the game are being redefined, and the old rules no longer apply. The only fail-proof way to unlock and maintain maximum competitive advantage is to implement a best-in-class approach to deal-making and negotiating. This is the sole reason we exist—to help you build an unparalleled sales negotiation capability.
At Business Negotiation Academy (BNA), we understand that every negotiation you enter has the potential to make or break your margins, revenue, and client relationships. That’s why our Sales Negotiation Training isn’t just another sales program—it’s a transformative experience designed to give you total control over the negotiation process, ensuring that you secure better deals, protect your profits, and consistently outperform the competition.
With our proven methodologies, including the BNA Negotiation Matrix and BNA Strategic Negotiation Model, we equip your team with cutting-edge skills and strategies to master any sales negotiation, no matter how complex or high-stakes. You’ll walk away with actionable tactics, an ability to anticipate challenges, and the tools to navigate even the toughest buyers.
What Our Sales Negotiation Training Offers: Results That Matter
At BNA, we focus on delivering results that directly impact your bottom line.
Our training focuses on transforming your sales team into expert negotiators who can close deals with confidence while protecting your pricing and maximising value. Using our BNA Negotiation Matrix, participants will gain the tools and insights needed to:
- Increase Revenue and Improve Operating Profits by consistently negotiating better deals.
- Protect and Improve Margins by reducing excessive discounting and selling at prices that actually earn a profit.
- Control the Sales Negotiation Process by using the Matrix as a clear roadmap, allowing your team to stay in control at every stage of the negotiation.
- Eliminate Skill Gaps that Erode Profitability by equipping your team with cutting-edge strategies that eliminate common mistakes.
- Compete on Value, Not Price by shifting the conversation from pricing to value, allowing your team to differentiate and strengthen client relationships.
- Handle Buyer Tactics with expert strategies that keep negotiations balanced, ensuring you retain control even in the face of aggressive buyer tactics.
The Power of The BNA Negotiation Matrix
Most sales methodologies fall short when it comes to equipping sales teams with the techniques, tactics, and tools needed to not only communicate but also defend the value they create for customers. The BNA Negotiation Matrix is the only negotiation methodology that seamlessly integrates your value proposition with your sales process, aligning both from the very beginning. This ensures that negotiation is not treated as an isolated step, but as a natural extension of your overall sales strategy.
By embedding the BNA Negotiation Matrix into any sales methodology—whether it's Sandler, Strategic Selling, Solution Selling, Gap Selling, SPIN Selling, or any other—we help you build negotiation leverage throughout the entire sales journey. The unique benefits of this integration include:
- Unified Sales and Negotiation Approach: The Matrix ties together your sales methodology and value proposition with the negotiation process, ensuring alignment and consistency across every phase of the sales cycle.
- Strategic Leverage Building: Instead of waiting until the final stages, leverage is built throughout the entire sales process, positioning your team for success when formal negotiations begin.
- Tailored Negotiation Strategies: Unlike standalone negotiation tools, the Matrix adapts to your specific sales approach, allowing for a seamless transition from selling value to negotiating it.
- Increased Control and Confidence: With this integrated approach, your team enters negotiations with a clear strategy, full control, and the confidence to protect and maximise value.
The BNA Negotiation Matrix IS THE ONLY NEGOTIATION METHODOLOGY IN EXISTENCE THAT OFFERS THIS LEVEL OF INTEGRATION, making it a comprehensive tool that enhances both sales performance and negotiation outcomes.
Contact us today to build a custom BNA Negotiation Matrix for your sales organisation and start empowering your team to negotiate better deals, protect margins, and capture maximum value throughout the entire sales process.
How We Deploy Our Sales Negotiation Training: A Tailored, Collaborative Approach
Our BNA Engagement Model ensures that our training is deeply personalised and customised to meet your business’s unique needs. We don’t believe in a one-size-fits-all solution. Instead, we collaborate with you every step of the way to ensure our training delivers real, measurable improvements for your team and organisation.
STEP 1: ASSESS
We begin with a thorough assessment of your current sales negotiation practices. This step involves identifying challenges, uncovering opportunities, and analysing how your team currently performs in negotiations. We work closely with your stakeholders to ensure we’re aligned on your business goals and pain points.
STEP 2: CREATE
Using the insights from the assessment, we apply the BNA Strategic Negotiation Model to design a fully customised solution. This model ensures that the training is process-driven, integrating a clear, repeatable system for negotiations that aligns with your specific objectives, both in the short and long term.
STEP 3: DELIVER
Our instructor-led training workshops, coaching, and consulting sessions are designed to embed the new negotiation approach into your team’s daily processes. This step ensures your team adopts a new, more effective way of negotiating and creates a culture of accountability.
STEP 4: SUSTAIN
We believe that training should provide lasting results. That’s why we offer ongoing support through continuous coaching, access to our Sales Negotiation Academy (an interactive, online platform), and virtual learning modules to help your team sustain their competitive advantage long after the training is complete.
Creating World-class Negotiating Organisations
Key Objectives of BNA Sales Negotiation Training
Our training is designed with specific, measurable objectives in mind:
- Maximise profitability: Equip your team with the skills to protect margins and reduce unnecessary discounting.
- Enhance value-based selling: Shift the conversation from price to value, allowing your team to win more deals on favourable terms.
- Improve deal closure rates: Increase the number of deals closed by enhancing negotiation efficiency and effectiveness.
- Navigate high-stakes negotiations with ease: Train your team to manage pressure, maintain composure, and confidently handle professional buyer tactics.
- Long-term client relationships: Build trust with clients through transparent, value-based negotiations that foster lasting partnerships.
Programme Structure: Flexible and Comprehensive
Our Sales Negotiation Training program is designed to be flexible, ensuring that we meet the unique needs of your organisation. The structure typically includes:
- Instructor-led workshops (2-3 days): Intensive, hands-on workshops that cover key strategies, tools, and techniques.
- Individual and group coaching sessions: Personalised coaching to reinforce skills and provide tailored support for ongoing negotiations.
- E-learning and virtual learning modules: Interactive, online resources to facilitate continuous learning and development.
- Negotiation simulations and role-play exercises: Real-world scenarios that allow your team to practice and perfect their skills.
- Follow-up training and reinforcement: Ongoing support and follow-up sessions to ensure long-term success and skill retention.
Our Approach to Enhancing Your Sales Negotiation Competence
Our Sales Negotiation Training program is designed to be flexible, ensuring that we meet the unique needs of your organisation. The structure typically includes:
- Instructor-led workshops (2-3 days): Intensive, hands-on workshops that cover key strategies, tools, and techniques.
- Individual and group coaching sessions: Personalised coaching to reinforce skills and provide tailored support for ongoing negotiations.
- E-learning and virtual learning modules: Interactive, online resources to facilitate continuous learning and development.
- Negotiation simulations and role-play exercises: Real-world scenarios that allow your team to practice and perfect their skills.
- Follow-up training and reinforcement: Ongoing support and follow-up sessions to ensure long-term success and skill retention.
What You Can Expect:
FULL PROGRAM CUSTOMISATION:
If you think sending your salespeople to generic negotiation skills workshops is enough to keep your company competitive, think again. The Sales Negotiation Training Program is 100% customised to meet your specific business needs and objectives. We work closely with our clients to build solutions that close the gaps most responsible for eroding profitability, and we explicitly tie skills development to your company’s strategic selling challenges.
COMPREHENSIVE SKILLS DEVELOPMENT:
A one-time training session never works—reinforcement does. How do you gain a long-term advantage? At BNA, we help clients achieve sustainable performance improvements. We do this by building comprehensive skills development solutions that include Individual Strengths & Weaknesses Analysis, Negotiation Training, Negotiation Coaching, Personal Development Plans, ongoing support, reinforcement, and ROI analysis.
RETURN ON INVESTMENT:
We help you track the bottom-line impact of our negotiation training programs. Based on your requirements, we define both leading and lagging indicators of change, establish metrics, and implement tracking processes that provide information on four levels:
- Reaction
- Learning Gains
- Behavioural Impact
- Business Results
Who is This Training For?
Our Sales Negotiation Training is specifically designed for a wide range of professionals and teams who play a critical role in the negotiation process. This program is perfect for:
- B2B Sales Teams (including Managers and Directors): Empower your sales teams to close more deals while protecting margins and enhancing value.
- Pricing & Marketing Teams (including Managers and Directors): Equip your pricing teams with strategies to maintain price integrity and avoid unnecessary discounting.
- Service Managers and Service Teams: Help service teams negotiate better terms for service agreements and manage client expectations more effectively.
- Service Transition and Implementation Teams: Ensure smooth transitions by negotiating clear, favourable terms during service handovers.
- Operations and Service Delivery Teams: Train your operations teams to negotiate terms that improve efficiency and minimise risk in service delivery.
- Pre-Sales Teams: Arm your pre-sales teams with negotiation skills to strengthen proposal presentations and secure advantageous terms from the outset.
- Account Managers and Directors: Enhance the ability of account managers to negotiate ongoing agreements, renewals, and expansions while building strong, long-lasting client relationships.
Ready to Take Control of Your Sales Negotiations?
If you’re ready to transform your sales negotiation outcomes, drive profitability, and build lasting client relationships, Business Negotiation Academy is your partner in success. With our BNA Negotiation Matrix and proven, results-driven approach, we’ll equip your team with the tools they need to excel in every negotiation.
Start your journey with a free consultation today and discover how our Sales Negotiation Training can give your team the competitive edge they need to thrive in today’s market.
BNA Services
Craft Deals, Build Relationships, Create Value
WHY Business negotiation academy
20 years
10,000+
40 COUNTRIES
my name is
Michael Zieba
Negotiation Strategist
I'm the founder of Business Negotiation Academy, where we transform how organizations approach negotiations. Whether you're looking to improve your personal negotiation skills, enhance your team's capabilities, or build a world-class negotiating organization, we're here to help.
Our comprehensive services include negotiation training, consulting, and coaching, all designed to deliver measurable results. I invite you to explore how we can help you unlock the power of strategic negotiation in your business. Let's start a conversation about elevating your negotiation capabilities and driving your business success.