Educational objectives

This program equips your sales reps with the tools to close profitable deals, navigate tough situations without damaging relationships, and turn their existing customer base into a real driver of growth. All too often, negotiations end with price concessions that erode margins, and customers disappear after onboarding due to a lack of proactive follow-up—leaving upsell and cross-sell opportunities on the table. By the end of this program, your sales reps will know how to defend their value in negotiations without systematically giving in on price, by leveraging alternative factors —timing, volume, scope, and contract duration. They’ll handle tense situations —such as customer escalation, internal disagreement, or deal uncertainty— with composure, without compromising the relationship. They adapt to different decision-maker profiles and build relationships with all key stakeholders. And they proactively manage their accounts to generate upsells and cross-sells, rather than waiting for renewal to see churn. The result: margins preserved even under pressure, solid customer relationships that withstand turbulence, and an installed base that becomes a driver of sustainable growth.
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Who is this program for?

This course is designed for sales professionals who need to both close profitable deals and ensure the growth and retention of their portfolio. It is particularly well-suited for teams facing intense pricing pressure during negotiations, sales professionals who struggle to maintain customer relationships during times of tension, and organizations looking to reduce their reliance on new business by unlocking the potential of their existing customer base.
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Key skills developed

• Defending Value in Negotiations: Holding Your Ground Against Price Pressure by Leveraging Factors Beyond Price—such as timing, volume, scope, and contract duration—to Secure Balanced and Profitable Deals
• Managing tense situations: calmly navigating escalations, internal disagreements, and challenges to the agreement without damaging relationships
• Adapting to decision-makers’ profiles: quickly identify their styles—analytical, directive, relational, visionary—and build rapport with all stakeholders to secure the deal
• Proactive Customer Retention and Account Development: Managing accounts over the long term to drive upselling and cross-selling, reduce churn, and turn every customer into a source of recurring growth
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Results

• Margins remain stable even under pressure
• Strong customer relationships that withstand turbulence and difficult times
• Growth through customer retention, upselling, and cross-selling