New Course
1 Hour (On-Demand)
CPE Not Available
Instructor for this course

The purpose of this training is to build confidence in business to business (B2B) sales professionals in order to close more sales without sacrificing profits.

We begin by exploring the fundamentals of how to negotiate for an outcome that is favorable to the buyer as well as the business. Building value and learning how to have a business conversation around that value is a key learning skill set. We explain what questions to ask to unseat a current vendor/competitor, how to position value, understand 6 common negotiation strategies used and how to avoid discounting. 

This course improves a salesperson's closing opportunities by revealing the key information needed before a proposal is created and presented.

Learning Objectives

  • Discover the 6 common negotiation strategies
  • Discover how to create a win-win outcome
  • Explore how to get a buyer to easily share concerns with their current vendor
  • Discover how to create a position of power when asked for a discount
  • Recognize the buyers/sellers perspective
  • Recognize the difference between handling a sales objection and negotiating
Last updated/reviewed: June 9, 2021

1 Review (5 ratings)Reviews

Member's Profile
Very informative and the examples provided are very practical and realistic.


Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information

Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
Introduction and overview
  4:12Introduction to How to Negotiate Without Discounting
How to Negotiate Without Discounting
  8:13Negotiating Overview
  10:24Becoming Skilled at Negotiating
  10:42When to Negotiate
  10:42Power Position
  15:11Popular Negotiation Tactics and Conclusion
Continuous Play
  59:24How to Negotiate Without Discounting
  PDFSlides: How to Negotiate Without Discounting
  PDFHow to Negotiate Without Discounting Glossary/Index