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Value-Driven Negotiating™

Equip your sales professionals to find and prove the value of their solution and resolve difficult negotiating challenges collaboratively.

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Turn your team into Master Negotiators

....with sales negotiation skills training that actually sticks

Today’s customers are more sophisticated and knowledgeable than ever; to reach successful outcomes with buyers, sales professionals must now be master negotiators.

In our Value-Driven Negotiating program, your team will learn how to establish and prove the value of the solution and then use that proven value to achieve a win-win outcome—whether it’s negotiating with a buyer’s purchasing department, managing a last-minute concession, or preventing a discount.


Your team gets proven techniques and tools to improve
sales negotiation skills across your entire organization

Our Value-Driven Negotiating training program is equally beneficial for people working in various
sales roles across your team, including sales reps, account executives, and account managers.

Your sales professionals will learn how to...

  • Quantify value to avoid discounting
  • Planning successful sales negotiations
  • Identify positions and interests
  • Leverage hidden power in negotiations
  • Value tradeable issues
  • Define parameters and sequence offers
  • How and when to use four negotiating styles
  • Counter manipulative negotiating tactics

Busy sales teams benefit from flexible delivery formats

All programs are based on SRG’s proven curriculum and include participant workbooks, fieldwork, sales tools, and planners.

Content is customized, so the training is highly relevant for real-work challenges

Unlike disappointing off-the-shelf or "canned" trainings, we tailor the curriculum to your business needs and your unique sales culture to provide the best sales training for your organization.

Get personalized case studies, relevant examples, and role-playing exercises to better prepare your team for real-world business challenges. This sales negotiation skills training can be customized to any experience level.

Easy-to-use skill models make new skills effortless to apply and adopt in the field

“I learned things I can actually use in my daily sales work.” — Wencor Group

Our customized sales training programs are skills-based, not theoretical, so your salespeople get practical tools they can apply immediately. Practical, easy-to-use skills models let your salespeople refresh and reinforce key selling skills before, during, and after customer interactions.

New skills turn into lasting habits because reinforcement is built-in

Value-Driven Negotiating includes job aids, tools, and post-training reinforcement to ensure real-world skills application and adoption. 

Instead of getting info that's forgotten after a few weeks, our Value-Driven Negotiating program helps you create lasting behavioral change that measurably improves sales performance. 

The results are in.

"The best training I've attended in 20 years of sales.”

We know nothing’s worse than being bored to tears for 7 hours straight. Not only is this
training effective, it's also engaging. Your salespeople will go into the field feeling energized,
excited, and inspired to put new skills into action.

See why participants consistently give this program 5 stars.
Click below to schedule a program consultation:


The training works too

After working with SRG...

The Wencor Group saw an almost immediate increase in the average value per customer order.

“SRG’s sales training curriculum aligned with our needs to transition our sales organization from a product sale to a solution sale. SRG created customized examples, exercises, and role-plays that captured real-world selling situations across our diverse business units. The skills learned are fundamentally enhancing the way we interact with customers. We saw an almost immediate increase in the average value per customer order. Most importantly, we are aligned with our leadership and executing on our sales strategy.”

— Bert Trantham, Wencor Group

A MEDTOX division grew its annual revenue by 243% over the previous year.

“What I found the most appealing about SRG is how they took the time on the front-end to figure out the specific challenges that we were coming up against in the market and made recommendations on how to hone our message to resonate better with our client base. I definitely feel like this training gave our reps more confidence, language to utilize, and stronger fact-finding skills. They’re better at identifying needs and presenting the available solutions bringing value to our clients. It absolutely impacted our sales growth.”

— Tom Monette, MEDTOX


If you have a large sales organization, an internal training department, or are rapidly growing, the Value-Driven Negotiating program can be licensed and delivered using your own facilitators. Under our flexible, cost-effective license terms, you can customize, repurpose, and deliver the curriculum whenever and as often as you like. Sales Readiness Group also supports your internal trainers with a Train-the-Trainer certification program on how to deliver this sales negotiation training program, including how to facilitate the program virtually.

When results matter, work with us.

Leading sales organizations across industries trust us to train their sales teams because they know the Sales Readiness Group (SRG) is an industry-leading sales training company.

Our skills-based training programs produce sustainable behavior change. That’s why we’ve ranked on SellingPower Magazine’s Top Sales Training Companies list for over a decade.

We’ve trained teams in multiple industries, including Life Sciences, Technology, Financial Services, Professional Services, and Manufacturing.

SRG Selling Power - Top Sales Training Companies 2024

Isn’t it time your whole team was consistently making quota?

We’ll show you how to turn them into top performers.

Schedule a sales training consultation. We'll contact you within 24 hours (or on the following business day).


Fill the form or call 800-490-0715 to schedule a consultation: