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- Better Negotiating
More Deals. Better Prices. Stronger Outcomes.
Closing & Negotiation – Your Pricing Kit
The training is designed for employees in sales, key account management, business development, and customer-facing project or specialist roles responsible for proposals, pricing negotiations, and driving sales decisions. It enables participants to lead sales conversations confidently toward final decisions, negotiate professionally, and communicate value with clarity and impact.
The focus is on strengthening negotiation skills, handling objections effectively, and increasing closing confidence without relying on unnecessary discounts.
Contents of the Training
The Closing Mindset
Driving Opportunities Toward Decisions
Negotiation Skills in Sales
Pricing Strategy & Objection Handling
Closing Techniques That Work
Methods
Practical negotiation simulations, realistic sales role plays, pricing and objection-handling exercises, case studies, video feedback, peer coaching, and hands-on closing practice using real business scenarios.
Do you have any questions? Please feel free to contact us!
The Closing Mindset
- Understanding closing as an active process rather than a final moment
- Recognizing and influencing customer decision-making
- Building commitment throughout the sales process
- Moving from advisor to proactive sales leader
Driving Opportunities Toward Decisions
- Recognizing and interpreting buying signals
- Leading sales conversations toward clear outcomes
- Using timing and conversation dynamics strategically
- Defining next steps that create momentum and commitment
Negotiation Skills in Sales
- Focusing on interests instead of positions
- Building and managing negotiation flexibility strategically
- Using give-and-take effectively in commercial discussions
- Managing pressure, demands, and counteroffers confidently
Pricing Strategy & Objection Handling
- Communicating value instead of defending price
- Understanding the psychology of price perception
- Managing pricing pressure and discount requests confidently
- Handling objections in a structured and professional way
- Maintaining pricing integrity and negotiation strength
Closing Techniques That Work
- Applying different closing techniques strategically
- Leading conversations actively toward decisions
- Reducing uncertainty in customer decision-making
- Increasing commitment throughout the closing phase
- Strengthening confidence in final sales conversations
Methods
Practical negotiation simulations, realistic sales role plays, pricing and objection-handling exercises, case studies, video feedback, peer coaching, and hands-on closing practice using real business scenarios.
Do you have any questions? Please feel free to contact us!
Training OFFERS
We report on current topics in our blog - take a look!
Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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