// Sales Training

RAIN Sales Negotiation

Keep margins, profitability, and customer satisfaction high.

Buyers are savvier than ever and always on the lookout for the best value. When it comes time to gain commitment, buyers will often seek to negotiate to get a better deal.  

Negotiation is crucial for buyers to achieve their goals and manage their resources, and it’s crucial for sellers to keep margins, profitability, and customer satisfaction high. 

The RAIN Sales Negotiation program teaches your team the skills needed to reach favorable solutions for you and your customers. 

Top-Performing Sellers are more likely to...

105%
Know when to walk away
81%
Overcome price pressure and maintain margins
70%
Manage buyer negotiation tactics

Source: RAIN Group Center for Sales Research, The Top-Performing Seller

There's a significant opportunity for companies to improve their sales negotiation skills. The key is value: focusing the discussion on value over price and expanding the pie to create more value on both sides.

In RAIN Sales Negotiation your sellers learn to lead with value to negotiate the best deals.

Watch this video to learn how RAIN Sales Negotiation can transform your team.


Lead Strong Negotiations

Learn how your team can:

  • Negotiate on objectives and value over price
  • Respond to buyer tactics
  • Trade without caving
  • Understand power dynamics

Sales Negotiation Training Modules

With our selection of portable learning modules, we work with you to quickly design custom curricula with the sales skill content your team needs to master sales negotiations.

module_icon 6 Essential Rules of Sales Negotiation
  • Learn the 6 Essential Rules of Sales Negotiation and how they are the keys to sales negotiation success
  • Understand when to apply win-win negotiation and when not to
  • Build a plan to improve your sales negotiation skills
module_icon Always Be Willing to Walk: Managing Your BATNA
  • Understand BATNA—the best alternative to a negotiated agreement
  • Calculate your BATNA (and the other party’s) so you know when to walk, when not to, and when they might
  • Analyze the power and leverage dynamic in any negotiation
module_icon Leading the Negotiation Process
  • Master the 4-step process for leading a negotiation
  • Use investment norming and anchoring to your advantage
  • Take the lead, set the agenda, and guide sales negotiations to the best possible outcomes
module_icon Mastering the Negotiated Issue: Building Value
  • Learn a 4-part framework for analyzing a negotiated issue
  • Negotiate on objectives and value over price
  • Strategize to get stuck deals un-stuck and expand the pie with creative problem solving
module_icon How to Deal with Common Buyer Negotiation Tactics
  • Learn the 16 buyer negotiation tactics and how to respond to each
  • Deal with buyer negotiation tactics focused on lowering your price
  • Respond to buyer negotiation tactics focused on throwing you off
module_icon Case Study: Practice a Simulated Negotiation
  • Practice negotiating in a simulated situation at your company
  • Play the RAIN Sales Negotiation Simulation
  • Bring all your negotiation learning together in a real situation
module_icon Effecting Emotions: Winning the Human Side of Negotiation
  • Understand the 4 most important emotions that influence negotiations
  • Learn the surprising role of anger in negotiations
  • Gain 3 strategies to control your emotions to maximize negotiation outcomes
module_icon Trade, Don't Cave
  • Maximize your power and leverage with trading
  • Learn how to change the power dynamic when negotiating
  • Apply the best techniques for trading (and not caving)

We offer a full curriculum of modules across the sales cycle from prospecting to advanced consultative selling, virtual selling, winning major sales, account management, and sales management. Learn more about our suite of sales training programs east

The 6 Essential Rules of Sales Negotiation

6 Essential Rules of Sales Negotiation

The 6 Essential Rules of Sales Negotiation outlines six areas in which top negotiators stand out, closing more negotiations at higher margins.

In RAIN Sales Negotiation, your team will internalize these 6 rules, learning core skills they can immediately put to use to lead confident and poised sales negotiations.

Training Modalities

Onsite Instructor-Led Training

Onsite Instructor-Led Training

Virtual Sales Training

Virtual Instructor-Led Training

hybrid_sales_training

Hybrid Training

self-study_sales_training

Self-Study+

Experience Success Like Our Clients

cStor improves gross profit margin on sales won by 12.2%.

When cStor’s sales professionals were using an inconsistent sales approach, they brought in RAIN Group for a multi-year initiative to establish a common sales methodology.

RAIN Group assessed the team to pinpoint areas for improvement, delivered training workshops, provided coaching and reinforcement, and lent recruiting assistance. Results were impressive:

  • Number of deals closed year-over year improved by 15.2%
  • Gross profit margin on sales won improved by 12.2%
  • Reduced average days to close by 10.4%
  • Results were so impressive the program won a prestigious Stevie Award for Sales Training/Coaching Program of the Year

Click here to read the full case study east

Select Clients

cStor
Citi
Convergint Technologies
Unilever

Transform Your Team with Sales Negotiation Training

Learn how RAIN Group’s transformational approach to training and behavior change can help develop the negotiation skills of your team.