How Does Negotiation Training Impact Sales Performance?
This negotiation and objection handling course aligns with value-based selling to help sales teams maintain pricing integrity, reduce deal slippage, defend value in procurement conversations, and protect commercial value.
Public courses starting from £1,000 per person.
Reduce Discounts. Protect Value. Win More Revenue.
Effective negotiation and objection handling help sales teams maintain business value, reduce unnecessary discounting, and navigate negotiations without compromising commercial outcomes.
This course provides a practical MEDDPICC-aligned framework for maintaining pricing integrity, defending business value, engaging Champions effectively, navigating procurement conversations, and improving commercial outcomes throughout the sales process.
Protect Deal Value
Maintain pricing integrity and minimise unnecessary discounting.
Reduce Deal Slippage
Keep opportunities progressing through procurement and buying decisions.
Improve Win Rates
Respond effectively to objections and negotiate from a position of value.
Increase Forecast Accuracy
Identify negotiation risks earlier and establish consistency across the sales team.
Who is this Course For?
Sales Reps
Using value based selling, looking to handle objections consistently.
Sales Leaders
Strengthening negotiation capability, pricing integrity, and team performance.
GTM Roles
Supporting commercial negotiations and progressing opportunities.
Customer Success & Renewals
Protecting renewal value and supporting expansion opportunities.
“Our average deal value increased by 200%”
Course Outcomes
✓ Respond effectively to pricing and procurement objections.
✓ Stay aligned to the buyer's Decision process using MEDDPICC.
✓ Engage Champions to strengthen internal advocacy.
✓ Apply "give-to-get" negotiation techniques in value-based selling cycles.
Research from Bain & Company indicates that customers will often pay a 10–12% premium for products they believe offer superior quality or sustainability. Rather than relying on discounts, sellers who effectively communicate their business value can maintain pricing integrity and protect deal value throughout negotiations. This makes the approach particularly relevant for organisations that are aligned to value-based selling.
What You’ll Work Through
Our two-part programme builds negotiation skills from the fundamentals through to real-world application. Get the free Negotiation & Objection Handling course guide for more detailed information.
Download Course GuideThe Foundations
- Understand negotiation fundamentals aligned to MEDDPICC.
- Prepare effectively using Champions and the Decision process.
- Apply "give-to-get" strategies as part of value based selling.
- Practice negotiation scenarios through group discussion and feedback.
Readiness and Practice
- Create negotiation battlecards to handle common objections.
- Develop structured objection based strategies.
- Re-anchor to business value, not price.
- Refine approaches through group exercises, presentation, and feedback.
What's Included?
✓ Live or virtual course delivery.
✓ Membership access and ongoing learning support.
✓ Online courses, resources, templates, and webinars on-demand.
✓ Coaching, peer learning, and discussion groups through the inspir'em community.
✓ Customised instructor feedback and guidance.
See the Course Detail
Download the Negotiation & Objection Handling course guide for a full overview of the curriculum, delivery options, practical exercises, and supporting resources.
Download the Course Guide
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Choose Your Delivery Option
Live
£1,000
✓ Full-day face-to-face course.
✓ 12 months membership: access to digital courses, resources, & community - worth £400.
Register InterestVirtual
£1,000
✓ 2 x 90-minute live sessions.
✓ 12 months membership: access to digital courses, resources, & community - worth £400.
Register InterestTeam
£POA
✓ Private onsite or virtual courses available for larger teams wanting a dedicated environment.
Please contact us for info.
Get in TouchOur team can help you choose the best format for your goals and team.
Our Experienced Trainers & Course Curators
Emma Maslen
CEO, NED, Angel Investor, Author and Ex-Sales Leader for BMC, SAP, Ping Identity.
Genevieve Martin
Advisor, Angel Investor and experienced Sales Leader for Dell, Symantec & Logica.
Meet the Rest of the Team
What We Are Asked Most
Do attendees need MEDDIC or MEDDPICC experience?
What resources will attendees come away with?
What is the difference between virtual and the in-person courses?
What is sales negotiation training?
How can sales teams maintain pricing integrity?
How does MEDDPICC support negotiation?
What kind of deals is this training relevant for?
How is this MEDDPICC sales negotiation training different from general negotiation training?
How quickly can sellers apply the techniques to live opportunities?
Can participants bring real deals to the training?
Tess Hilton, Sales Director
"The training was hands-on and practical, making it easy for us to take what we learned and put it into action straight away."
Tjeerd Veninga, Revenue Enablement Director
"I'd highly recommend inspir'em to any CRO serious about scaling performance. Their mix of MEDDPICC mastery and leadership coaching delivers measurable and lasting impact."
Caroline Meredith, Sales Director
"Being a Leader member with inspir'em has been invaluable. The resources are practical and structured, helping me build high-performing teams while driving sustainable growth"
Rebecca Knight, VP AMER
"inspir'em genuinely walk the talk, they use real life world examples that resonated with our teams and they kept the training professional, humorous, engaging and thought provoking at the same time."
Tanaz Gould, CRO
"inspir’em brought clarity, consistency, and confidence to our sales teams. Their enablement workshops helped us embed a common language and elevate pipeline quality."
