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Advanced Sales Negotiations and Closing Course


The word 'negotiation' either rings intense fear or excitement in any professional's mind but this is an important life-skill that one can never be complacent with. Sales negotiation has the highest ROI of any skill you can learn.

Practical and down-to-earth, this sales course is designed for the sales professional who needs to engage in frequent negotiations with demanding buyers who may have the upper hand at times. The three-day course covers the strategic approach to preparing oneself to effectively engage in productive negotiations whilst incorporating the needs of the other party, customer or stakeholder.

Most salespeople fail in the close because the simply do not have the words to say to handle buyer objections. The lack of understanding in this area will inevitably cause an untrained salesperson lose a customer, and at best use a discount as a way to entice a buyer decision. Only 10-20% of the time you are in a transaction is spent in the close, yet it is where 100% of your income as a salesperson comes from.

The primary objective is always to create a win-win outcome for all parties concerned. This sales course integrates a systematic approach to handling the entire process of engagement from start to close, leaving nothing to chance using the LOUDEST approach to sustain an open dialogue.


3 Days


Buyers, account executives, contract negotiators, sales professionals, sales managers and anyone involved in selling and buying negotiation processes would benefit from this negotiation training.


  • Understand the principles of negotiation that undergirds a win-win outcome
  • Identify the crucial elements needed to prepare for a negotiation strategy that is focused yet flexible
  • Learn the approach towards conducting a negotiation from the onset to a close
  • Handle the nuances in conversations during the ongoing negotiation process to ensure that dialogues are always encouraged


  • Mind of the Negotiator
  • The Cycle of Negotiation
  • Establishing the Relationship and Interests
  • Establishing the Relationship and Interests
  • L.O.U.D.E.S.T Framework
  • Concession Planning
  • Exchange Dialogue
  • Concluding the Settlement


The instructor led trainings are delivered using a blended learning approach and comprises of presentations, guided sessions of practical exercise, web-based tutorials and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields.

All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.


Upon successful completion of this training, participants will be issued with an Indepth Research Services (IRES) certificate.


The training is residential and will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, lunch, and study visits.

All participants will additionally cater for their, travel expenses, visa application, insurance, and other personal expenses.


Accommodation is arranged upon request. For reservations contact the Training Officer.

Email:This email address is being protected from spambots. You need JavaScript enabled to view it..  

Mob: +254 715 077 817

Tel: 020 211 3814


This training can also be customized for your institution upon request to a minimum of 4 participants. You can have it delivered in our training centre or at a convenient location.

For further inquiries, please contact us on Tel: +254 715 077 817, +254 (020) 211 3814 or mail This email address is being protected from spambots. You need JavaScript enabled to view it.


Payment should be transferred to IRES account through bank on or before C.O.B 21st October  2019.

Send proof of payment to This email address is being protected from spambots. You need JavaScript enabled to view it.


Payment for the all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.

  1. 1. Participants may cancel attendance 14 days or more prior to the training commencement date.
  2. No refunds will be made 14 days or less to the training commencement date. However, participants who are unable to attend may opt to attend a similar training at a later date, or send a substitute participant provided the participation criteria have been met.

Please Note: The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.


Event Properties

Event Duration 3 Days
Event Date 28-10-2019
Event End Date 30-10-2019
Cut off date 21-10-2019
Individual Price(Kenyan) KES 45,000
Individual Price (International) EUR 606
Individual Price(International in Dollars) USD 660
Location Nairobi, Kenya
We are no longer accepting registration for this event
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