TESS Group
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The TESS Group

Sales & Commercial

Full Day Workshop
Face-to-Face · Virtual Available

Handling Objections & Negotiation

Turn Objections Into Opportunities and Close With Confidence

Build the skills to handle any objection with confidence, make decisions that serve both customer and business, and negotiate outcomes that protect margins while strengthening relationships. Includes practical frameworks for objection reframing, customer decision-making, and sales data analysis.
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L&D Workshop Enquire minimum 10 delegates
Negotiation Toolkit • Certificate
Who Is It For?
  • Sales professionals who need to handle price and value objections confidently
  • Account managers negotiating contract renewals and expansions
  • Business development reps facing competitive objections
  • Sales managers coaching their teams on objection handling
  • Customer-facing teams making commercial decisions under pressure
Programme Structure
FormatFull-day workshop (9:00am–4:30pm)
DelegatesMinimum 10 per session (up to 18 face-to-face)
DeliveryFace-to-face at your premises or live virtual
Hands-OnObjection role-plays, negotiation simulations, data exercises
FrameworkObjection reframing model and negotiation preparation grid
TakeawayObjection handling scripts and negotiation planning toolkit
Key Modules
Handling Objections

Reframe concerns as questions, address root causes, and turn resistance into buying signals.

Decision Making for Sales

Help customers make confident decisions while making sound commercial judgements for your team.

Negotiation Skills

Prepare, position, and close negotiations that protect margins while strengthening relationships.

Sales Data Analysis

Use data to support your case, benchmark your performance, and identify patterns in wins and losses.

What’s Included
  • Full-day facilitation by negotiation and sales specialist
  • Objection handling framework with reframing techniques
  • Negotiation preparation grid and planning templates
  • Decision-making frameworks for sales contexts
  • Sales data analysis approaches and tools overview
  • Live negotiation simulation with structured feedback
  • Certificate of completion for all delegates
  • 6-week post-course email tips and negotiation practice check-ins
Why TESS Group?

Trusted Quality

  • Ofsted Good rating
  • 4.9/5 learner rating
  • 10,000+ learners trained
  • Negotiation specialists

Real Results

  • Higher close rates
  • Protected profit margins
  • Faster deal resolution
  • More confident sales conversations

Programme Options

Full DayContact us for pricing
Virtual DeliverySame price; live negotiation simulations
Follow-Up SessionContact us
Min Delegates10 per session (up to 18 face-to-face)
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Confident Negotiators Protect Your Margins

Sales teams trained in structured objection handling and negotiation see 15-20% improvement in close rates and significantly better margin protection. At just Contact us

What Delegates Say

“I used to freeze when I heard 'it's too expensive'. Now I have 5 different frameworks for turning price objections into value conversations.”

— Workshop Delegate • Account Executive

“The negotiation role-plays were intense but incredibly valuable. We practised with real objections from our actual pipeline.”

— Workshop Delegate • Sales Manager

“My close rate improved 22% in the first quarter after the workshop. The objection handling frameworks are that effective.”

— Workshop Delegate • Business Development Manager

“Understanding the psychology behind objections — not just the techniques — changed how our entire team approaches negotiation.”

— Workshop Delegate • Sales Director

Ready to Upskill Your Team?

Book a free discovery call to discuss your team's needs and how we can tailor this programme for your organisation.

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No obligation • Tailored to your team • Nationwide delivery