Challenger's Negotiation Workshop: Make the final mile a walk in the park
60% of sellers say their biggest challenge is gaining buyer commitment. With Challenger Negotiations training, your deals won’t go dark at the finish.
Too many sellers treat negotiations as a discrete, end-of-cycle event, rather than a strategic, value-led motion that runs from discovery through close.
The Challenger Negotiations workshop empowers sellers to drive urgency, protect value, and guide buying groups to make clear decisions with confidence.
Help your team redefine what it means to negotiate well by focusing not just on tactics, but on mindset and preparation throughout the sales cycle by investing in Challenger’s workshop to help your team develop and sharpen their negotiation skills.
Learn how our live or in-person workshops can help your team improve their negotiation skills today.
Key Concepts Covered in the Negotiations Program
Set High Impact Goals
Ground negotiations in a strong economic value narrative tied to buyer priorities.
Drive Shared Accountability
Guide buyers to the next step through confident, collaborative planning.
Avoid Unnecessary Concessions
Replace reactive giveaways with planned, value-exchange trade-offs.
Handle Curveballs
Apply a structured response motion —acknowledge, defer, respond, counter.
Tailor the Strategy
Assess and rank negotiables by value to both seller and customer.
Lead with Vision
Use value statements to reinforce price, scope, and solution alignment across the buying group.