How to build high-value relationships with resellers and intermediaries – and deliver consistent results through others.
6 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 8 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context, and those that have attended one of our foundational sales workshops
Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.
Introduces sales negotiation as a discipline, clarifying its purpose, importance, key roles and the case for improving negotiation capability.
Covers the core negotiation process, including preparation, relationship management, clear objectives and the seven rules that guide effective negotiation.
Helps participants recognise negotiation styles, choose the right approach and handle more competitive negotiation situations.
Shows how to plan by mapping stakeholders, identifying interests, assessing options and alternatives, and strengthening the negotiator’s position.
Develops the skills to set the right tone, align on agreements, create options, manage trade-offs and secure final commitment.
Focuses on handling objections and conflict with emotional control, ethical conduct and practical techniques for moving customers beyond the status quo.
Shows how to close effectively by framing the conversation, building the case, managing concessions and overcoming buyer indecision.
Reinforces negotiation as a long-term relationship skill, with follow-up, empathy and mutually beneficial outcomes that support future sales.
This course is designed to equip sales professionals with the essential skills and strategies needed to excel in sales negotiations. Effective sales negotiations are crucial for closing deals and building long-lasting customer relationships.
This course will show you how to navigate the negotiation process successfully, understand customer needs, and maximise value for both parties involved.
The workshop is designed for experienced salespeople or those who have attended one of our foundational sales workshops
The programme was eye opening. The reception and care from SI was top notch and we look forward to more training experiences.
