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Critical Sales Negotiations

Learn how to negotiate by mastering techniques designed to handle even the most difficult negotiations.

Rethink how you negotiate with Critical Sales Negotiations

In today’s global, interconnected sales world, your negotiations should be win-win focused – without sacrificing margins. That’s why your sales team needs Critical Sales Negotiations.

Critical Sales Negotiations is a proven, field-tested program that teaches sales professionals how to understand, assess, prepare, and execute win-win collaborative sales negotiations that maximize value for all involved parties.

Key benefits of Critical Sales Negotiations

After completing this program, your sales team will be able to:

  • Achieve increased confidence and skill as a negotiator by applying the proven strategies and skills offered in the Critical Sales Negotiations program
  • Gain a deeper understanding by recognizing negotiating is not just about the process; instead success involves the right mindset, preparation, and execution
  • Leverage the advantage of recognizing and responding to five major negotiation styles
  • Increase the odds for success by following a negotiations preparation tool to pre-assess the situation and the parties involved
  • Become a skilled collaborative negotiator – creating long-term customer relationships and maximizing value for both parties
  • Handle even the most challenging negotiations by applying proven negotiation best practices and strategies specifically designed to address difficult customer situations

Program Objectives of Critical Sales Negotiations

Program objectives include:

  • Discuss the interdependent relationship between selling and negotiating, and develop a plan for keeping the endgame in mind throughout the sales process
  • Differentiate between opponent and partner mindsets when approaching a negotiation situation
  • Recognize and respond to the behaviors demonstrated by the five major negotiation styles represented in the Critical Sales Negotiatings Model
  • Determine the critical importance of Preparation through a planning tool for successful pre-negotiations
  • Practice using a seven-step collaborative negotiations model to gain a win-win outcome
  • Identify and practice a series of best practices designed to handle difficult situations to achieve an enhanced outcome with the customer
  • Select and apply appropriate skills and best practices to successfully handle price negotiations

Sales Training Delivery Options

Critical Sales Negotiations can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.


Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.


Hear what our clients say about us.

My expectations with working with Janek has been exceeded. I’ve been really happy with the partnership and it’s great to have them in my corner.

Bret Nelson, Director of Sales Strategy
IHS Markit

Many companies out there just pull a training off the shelf that may not relate directly to their company. But in working with Janek Performance Group, they provided us with the customization, and the follow-through made a huge difference within our organization.

Lisa Pearne, VP of Sales
California Casualty

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.


Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.


Take advantage of our turn-key and hands-on training reinforcement solutions.


Validate training effectiveness in terms of performance improvement, business results,  and ROI.


Use a technology solution to reinforce training in a convenient and fun format.

Critical Sales Negotiations

Download the brochure

More information about the Critical Sales Negotations program is available in this downloadable PDF