Negotiation Training & Coaching

Negotiation Training & Coaching

In-House Negotiation Training

Starting from £15k +VAT

A sales negotiation training programme completely tailored to your business.

Upskill your sales and account teams with bespoke negotiation skills training and procurement insights. Designed for medium to large firms with a minimum of 10 sales/account management people.

Our in-house tailored training programme topics include:

  • It’s about more than price: How to train your sales and account managers to negotiate better deals that take account of all the variables, not just price.
  • Confidence, consistency & scalability: How to get all your sales and account managers to understand and adopt the fundamental skills, tools and processes used by professional negotiators.
  • Understanding procurement: How to help your commercial people understand how procurement professionals work in large enterprises and what they really need when negotiating with them.
  • Where did the profit go: How to up-skill your account managers and directors to improve the way they negotiate scope-creep, variation-management, up-sells and contract extensions.

Format

  • A series of virtual (or face-to-face) training sessions in cohorts of 10 people led by one of our expert sales negotiation practitioners who have previously worked as buyers.
  • Everyone gets a 1:1 sales/negotiation coaching session with one of our highly experienced commercial/negotiation experts who have previously worked as buyers.
  • Content is tailored around specific sales scenarios faced by your sales and account management teams every day.
  • We include a series of templates and checklists that can be used on every deal your teams work on.
  • We include access to our online training courses.
  • Every delegate gets a high-quality negotiation Higgle Book to help them prepare for all their sales deals in the future.

1:1 Negotiation Coaching

Price on Application

Clients often find themselves facing a negotiation deadline and need rapid access to independent expertise to help solve a specific challenge. We provide access (subject to availability) to our expert sales negotiators for private negotiation training sessions.

Multi-Company Group Training: B2B sales negotiation training and procurement insights programmes

Fixed price £899 +VAT per person (virtual sessions)

These programmes are designed for smaller firms or individuals who want access to our expertise but aren’t looking for a tailored, in-house programme.
 
Some of the key topics covered on these programmes include:

  • It’s about more than price: “How to negotiate better deals which take account of all the variables, not just price.”
  • Confidence, consistency & scalability: “How to adopt the fundamental skills, tools and processes used by professional negotiators.”
  • Procurement want different things: “How to understand how procurement professionals work in large enterprises and what they really need when negotiating with them.”
  • Where did the profit go: “How to improve the way we negotiate scope-creep, variation-management, up-sells and contract extensions.”

These programmes include:

  • A one day face-to-face workshop (or series of virtual sessions) led by one of our expert sales negotiation practitioners who have previously worked as a buyer.
  • We include a series of templates and checklists that can be used on every deal you work on.
  • We include access to our online training courses.
  • Every delegate gets a high quality negotiation “higgle book” to help them prepare for all their sales deals in the future.
Sales negotiation group training course

Next Level Negotiation© online course

Fixed price £437+VAT

We developed Next Level Negotiation© specifically to help salespeople and account managers win more profitable commercial deals when negotiating with clients, especially when they meet procurement professionals.

This course is packed with actionable tactics and strategies to help you successfully navigate tough negotiations, protect your margins and drive profitable growth.

Once mastered, you’ll be able to walk into any negotiation and understand exactly how to re-frame discussions to get better deals and maximise your profits.

The course curriculum includes:

  • Module 1: How to make Procurement an ally, not the enemy.
  • Module 2: Procurement as part of your sales cycle plus when is a saving not a saving?
  • Module 3: How to negotiate with Procurement (a step-by-step guide).
  • Module 4: A case study of what can happen when you negotiate with Procurement professionals and how to get a better deal.
  • Module 5: A summary of all the lessons learnt from this course.

Client quotes


“I approached Mike after attending a workshop that he ran for business owners. I was attracted by his process-driven approach to enterprise sales and the negotiation involved. We talked through the specific challenges we face at The Drum and Mike quickly came back with a programme tailored for us which included multiple facets such as team training sessions, systems improvement suggestions and one to one sessions for the sales team members. All of this was underpinned by regular update sessions driven by Mike and produced in conjunction with members of the senior team. The whole process has definitely added value to the business through more confident and equipped sales staff and better systems and processes. Mike has deep expertise on his topic and also a joy to work with.”

Diane Young

CEO, The Drum


“Despite having worked in the sector for some 20 years myself, I reached out to Mike to help us ensure that a submission for a complex research project would hit the mark with the commissioner. Mike has been utterly impressive. He dissected the brief and the client’s requirements with razor-sharp focus, and identified exactly what needed to be done to tick each and every procurement box. Mike’s forensic approach and constructive challenge forced us to plug gaps, identify efficiencies and really demonstrate (not just claim) our capabilities and expertise. He also helped us strike the balance right between the technical and commercial aspects of the procurement process. Mike’s expertise is matched by his warmth and general helpfulness. Altogether a hugely supportive experience, with plenty of learning that we can take to the next procurement process.”

Dr Marie-Claude Gervais

Research Director, Versiti


“Mike has been hugely helpful in recent weeks with our approach to sales opportunities and pricing. Using his extensive procurement experience it has really helped make our proposals more clear, our pricing easier to understand and also given us tactics to protect our margins, I couldn’t recommend Piscari more highly.”

Charlie Booth

Sales team manager, Backbone Connect

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