Before your customer agrees to buy, there may have to be some give and take. 

You are negotiating more than just price when you’re in sales.  How you prepare for your negotiations, what you negotiate, and your negotiating strategies are all worthy of consideration in order to get better sales results.

In this course you learn how to prepare for a negotiation so you have more options as you negotiate.  You learn the different areas you can negotiate so you increase your profitability.    

You learn to use your listening skills and implement strategies to find common ground to become an effective negotiator.   

Learning Objectives
  • Identify different areas in your sales process that you can negotiate
  • Explore using your listening skills to learn what is important to the other party
  • Discover how to get compliance after your negotiation 
  • Discover how to start your negotiations to get the best outcome   
  • Explore strategies that lead to successful negotiations and recognize how to avoid less successful strategies
Last updated/reviewed: August 19, 2023

Included In Certifications

This course is included in the following Certification Programs:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials
3 Reviews (17 ratings)


Member's Profile
Instructor presented very good negotiation tactics some of which I've never heard of before.

Anonymous Author
This course cleverly explores how to prepare and negotiate for a sale

Anonymous Author
Very informative and relate-able. Speaker was great as well.

Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: 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 .
Instructor for this course
Course Syllabus
  Introduction to Negotiating and Sales: Strategies and Skills to Close More Business14:10
  Section 2: Terms 8:39
  Section 3: Preparation 5:45
  Section 4: The Negotiating Process12:14
  Section 4: The Negotiating Process (Continued)11:24
  Section 5: Skills for Negotiating 10:28
  Section 6: Negotiating Tactics 17:14
  Section 7: The Skill of Persuasion 8:01
  Section 8: Obstacles to Negotiation 14:49
Continuous Play
  Negotiating and Sales: Strategies and Skills to Close More Business1:42:43
  Slides: Strategies and Skills to Close More BusinessPDF
  Strategies and Skills to Close More Business Glossary/IndexPDF