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Negotiating and Closing Complex Sales

A complex sale is decided by people who never met the salesperson, in a discussion the salesperson was not in, using a document somebody else prepared. This course covers selling into that reality. Delegates work through mapping a buying group and identifying the economic buyer, the user, the technical gatekeeper and the person whose objection will be raised in your absence. Qualifying out early is treated as a skill rather than a failure, since pursuing a deal you cannot win costs more than losing it. Building a business case the customer can defend internally follows. Negotiation is covered on the terms that actually move: price, scope, payment, risk and timing, and on trading rather than conceding. Procurement tactics and how to respond to them are addressed. The course closes on closing without pressure, and on the deals that should be walked away from.

3 day courseRegister NowRequest Proposal

Course objectives

  • Map a buying group including the people you will never meet
  • Qualify out early rather than pursuing an unwinnable deal
  • Build a business case the customer can defend internally
  • Trade across price, scope, payment, risk and timing rather than conceding
  • Anticipate the objection that will be raised in your absence
  • Respond to procurement tactics without losing the deal or the margin
  • Close without pressure and recognise when to walk away

Who should attend

  • Business development and enterprise sales professionals
  • Sales managers responsible for large or strategic deals
  • Technical specialists who support the sales process
  • Commercial and bid managers
  • Business owners selling directly to corporate clients

Course outline

  1. 01Decided by people you never meet
  2. 02Mapping the buying group
  3. 03Economic buyer, user and gatekeeper
  4. 04Qualifying out early
  5. 05The business case the customer defends
  6. 06Trading across price, scope and terms
  7. 07Procurement tactics and responses
  8. 08Closing without pressure and walking away

Scheduled sessions

Scheduled sessions for Negotiating and Closing Complex Sales
DatesVenueFormatPriceRegister
26 to 28 October 2026OnlineOnlineR6,500 per delegateRegister Now
16 to 18 December 2026Dar es Salaam, TanzaniaClassroomUSD 995 per delegateRegister Now
13 to 15 January 2027Durban, South AfricaClassroomR14,950 per delegateRegister Now

Negotiating and Closing Complex Sales

From R6,500

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