Negotiation & closing training
Protect the value you worked hard to create.
the last mile matters —
who it’s for —
Built for the people doing the selling.
- Account executives closing new business
- Account managers negotiating renewals and expansions
- Sales leaders who approve discounts and support late-stage deals
What we hear from teams
Discount as the default
Price pressure is met with concessions instead of questions, trades or a stronger value case.
Procurement surprises
Paper process, legal and procurement arrive late and reset the timeline.
Closing that feels pushy
Sellers avoid asking for commitment because they worry it will damage the relationship.
what we work on —
What the training covers
Short input, real scenarios and plenty of practice. Every exercise is built around your customers, your deals and your sales process.
- Negotiation preparation
- Walk-away points, tradeable variables and the buyer's likely position, agreed before the meeting.
- Trading, not conceding
- Getting something of value back for every concession, and saying no without losing the deal.
- Working with procurement
- Understanding procurement's goals and timeline, and engaging them earlier.
- Mutual close plans
- A shared plan from verbal yes to signature, owned by both sides.
- Asking for the decision
- Natural closing language and trial closes that build commitment step by step.
Explore. Practise. Perform.
See how a session runsonline or in person —
How we deliver it
Available as one-day and half-day workshops, as the AE and AM Online Lab Part 2 series, or as a Deal Room session on live opportunities.
- Live online
- Face to face
- UK & Europe
- Small groups
What changes afterwards
- Negotiation plans prepared before late-stage meetings
- Concessions traded for something in return
- Mutual close plans on active late-stage deals
- Earlier engagement with procurement and legal
Behaviours we agree to look for with you before delivery, not guaranteed results.
ready to book —
Courses that cover this
Account Executives LabNegotiation
Prepare confidently, trade concessions for value and reach commercial agreements that protect margin.
1 dayOnline or face to face
Account Executives LabClosing
Recognise buying signals, resolve final objections and ask for the business with calm, credible confidence.
Half dayOnline or face to face
Account Executives LabProposals That Win
Turn discovery into a compelling business case, with proposals that connect customer goals, clear value and agreed next steps.
Half dayOnline or face to face
Account Executives LabAE Online Lab Pt 2: Advance, Negotiate & Close
Three live online labs to deliver proposals that win, protect your value in negotiation and close with confidence — without high-pressure tactics.
3 × 2.5-hour live online sessions (7.5 hours)
Account Managers LabAM Online Lab Pt 2: Protect, Negotiate & Expand
Three live online labs to manage difficult conversations, protect existing revenue and progress renewals and expansion with commercial confidence.
3 × 2.5-hour live online sessions (7.5 hours)
Questions teams ask
Is this suitable for account managers?
Yes. Renewals and expansions involve the same skills, so we tailor examples and practice to account management conversations.
Can we work on our real deals?
Yes. Many teams bring live late-stage opportunities. For focused deal work, The Deal Room offers deal clinics and strategy workshops.
Do you cover procurement negotiations?
Yes. We look at how procurement teams work, what they are measured on and how to prepare for their tactics.
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Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.