Lesson 1: Preparing and opening: interests, alternatives, limits and first offers · 8 min
Before you begin · An invented story · Prepare, then open
Three pieces that work together
Learners prepare on their own, you answer questions live, and the surveys tell you what stuck. 10 fields to fill in with your own policy, contacts and locations; each one is highlighted inside the course.
6 lessons, about 40 minutes
What learners can do at the end of each lesson. Minutes are an estimate.
Lesson 2: Trading concessions, not giving them · 8 min
The trade · What can be traded? · Put it in order
Lesson 3: Discounts and price pushback · 8 min
Why the buyer pushes · Responses that protect value · Approval and authority
Lesson 4: Closing the deal and recording the terms: grey areas · 8 min
Scenario · Scenario · Scenario
Lesson 5: Keeping it lawful: price talk, gifts and where to ask · 5 min
Where to ask · Lines you do not cross
Lesson 6: Final assessment · 3 min
Practice
Often taught together
Courses teams often run alongside this one.
Common questions
Yes. The course, the live deck and both surveys are free. Claiming the template into your AhaSlides account is free too.
Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.
At onboarding for account executives, before a pricing change or renewal season, annually for the sales team.
Account executives, sales managers and procurement-facing staff; run by L&D with the sales director.
Record completion in your own LMS or record system, so you can show who finished the course and when.
Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.
Your own details, each highlighted inside the course:
- Discount authority levels
- Discount approval route
- Gifts and hospitality policy link
- Crm system
- Compliance contact
- Escalation route
- Sales enablement contact
- LMS or record system