Persuasion and negotiation techniques in sales – how to increase efficiency in managing the purchasing process, influence the customer, and create a professional image

Training process

Training needs analysis

If you have specific requirements regarding the training programme, we will carry out a training needs analysis for you. This will guide us on which aspects of the programme should receive greater emphasis, so that the training programme meets your specific needs.

What will you gain?

Stronger negotiation prep - You will learn how to organize your goals, needs, and limits before a meeting, so you enter negotiations with a clear strategy, a stronger position, and a practical action plan.

Sharper partner analysis - You will learn how to identify the other side’s needs, problems, and decision style, so you can choose better arguments, questions, and offers that improve your chances of agreement.

Ethical influence skills - You will understand the difference between persuasion, influence, and manipulation, allowing you to persuade ethically, build trust, and avoid tactics that damage client relationships.

Practical influence techniques - You will practice using reciprocity, authority, liking, scarcity, and social proof in ways that support sales conversations and negotiations in realistic business situations.

Stronger sales communication - You will practice paraphrasing, question design, benefit-focused language, and rapport building, helping you communicate clearly, reinforce credibility, and move talks forward faster.

Protection from pressure tactics - You will learn to spot pressure techniques, inconsistencies, and signs of deception, and respond assertively so you keep control of the conversation and protect your own interests.

Confidence in remote talks - You will learn how to negotiate effectively by phone and email, choose the right message format, and keep your influence and clarity strong when you cannot see the other person.

Immediate workplace impact - Through hands-on sales and purchasing exercises, you will apply the techniques to your own work situations, leaving the training with solutions you can use right away.

Training programme

1. Preparation for negotiations – the key, essential prelude

who is negotiating – the person or the needs?
who is the interlocutor, what problems do they report, what needs do they have?
what are your goals and what do you need? Self-awareness, clarifying expectations and the goal (what are you striving for in the relationship with the Partner?),
your own emotions as an ally in the negotiation process,
are you a professional in your industry?
knowledge of the industry and the product that is the subject of the negotiations,
„preparing the ground”, drawing on experience, developing a strategy of conduct,
personal SWOT analysis – what favors you, what makes it difficult? Your BATNA.

2. Benefits of exerting influence

the role of exerting influence in everyday life,
who exerts influence?

3. Persuasion and manipulation, and exerting influence

discussion of the differences between persuasion and manipulation,
ethical awareness.

4. Discussion of the basic methods of exerting influence

the rule of reciprocity,
social proof,
the rule of liking and sympathy,
the influence of authority,
the rule of scarcity,
the rule of commitment and consistency.

5. Communication in the process of exerting influence

building a positive relationship with the Partner – prove that you are trustworthy,
paraphrasing – make sure that you understand each other well,
structure and way of asking questions,
credibility,
matching the Partner (mirroring, leading), empathy.

6. Dealing with the partner's use of influence techniques

unmasking the technique, assertiveness,
recognizing signs of lying, detecting inconsistencies at the verbal and non-verbal level,
protection against manipulation,
speaking the language of benefits and solutions, seeking win-win solutions, anticipating future problems,
decision-making style, negotiate with decision-makers (how to deal with situations of negotiating with non-decision-makers),
the role of emotions in negotiations.

7. The most common influence techniques used by sellers and buyers (negotiation techniques based on them)

matching the technique to the context of the situation, the specifics of the negotiated product, other circumstances,
taking into account the division into business clients and private individuals.

8. Preparing the negotiation room in the context of exerting influence

9. Negotiations conducted by phone and by email

10. Sales and purchasing exercises block using the learned techniques (agreement of the individual needs of the training participants)

What are the prerequisites for participating in the training?

Basic client conversation skills - You should be able to handle a basic sales or purchasing conversation, ask simple questions, and present your position, even if you still do it without full confidence.

Knowledge of your offer - You should know the product, service, or purchasing category you work with, so you can relate the persuasion and negotiation tools to real situations from your job.

Business contact experience - It is helpful if you have already dealt with clients, suppliers, or business partners, because the training relies on needs analysis, argumentation, and real conversations.

Openness to practice - You should be ready to take part in role plays, review your own behavior, and receive feedback, because practical negotiation exercises are a major part of the training.