Negotiation Training

Learn how to win more sales with fewer discounts and higher margins by building and balancing power, neutralizing buyer tactics with seller countertactics, and eliminating unnecessary price concessions.


Trusted by TOP companies


Top 3 Training Objectives

  1. Master The Iron Triangle of Sales-Side Negotiation—POWER, TACTICS & STRATEGY™
  2. Recognize and neutralize 21 BUYER TACTICS with 12 SELLER COUNTERTACTICS
  3. Minimize discounts and concessions with The Spartan Negotiation System™


The 3 Pillars of Sales Performance


Communication, differentiation & closing skills


Consistent questioning & qualifying methodology


Advanced objection management & closing strategies

Top 10 Training Takeaways

  1. Recognize The 3 primary sources of BUYER POWER
  2. Leverage The 7 primary sources of SELLER POWER
  3. Build, balance and maintain seller power
  4. Avoid The TOP 5 Sales-Side Negotiation mistakes
  6. Master The 7 Powers of Highly Effective Salespeople
  7. Learn to trade, never donate discounts
  8. Develop comprehensive strategies with The Spartan Negotiation Planner
  9. Eliminate unnecessary price discounts and unwarranted contract concessions
  10. Win more sales with fewer discounts, higher margins & stronger relationships


When evaluating training options, many companies inadvertently overlook the most essential component of successful training: ENTERTAINMENT! Bored salespeople make terrible learners! To educate, you must first entertain and sellers who are laughing are more prone to learning. Patrick’s use of epic historical events, funny stories, and humorous video clips keep participants engaged, entertained and more capable of absorbing large doses of information.


To maximize the ROI and impact of your training, SkillSmart Negotiation offers full customization options that integrate product names, prices, competitors, brands and logos directly into the workbook and curriculum, making the entire learning experience more relevant, applicable, memorable and implementable.

Sales leaders worldwide leverage Spartan's Customized On-site, Virtual, Keynote & Microlearning training options

Live On-Site 

Entirely unique storytelling style, Patrick uses history and humor to keep audiences entertained, engaged, and informed. We know bored sales people make terrible learners and that to educate, you must first entertain!


Distance isn’t an issue with SkillSmart online training sessions. Sharp and quick-witted, Patrick knows how to entertain and engage salespeople in a digital environment.

Keynote Engagements

Make your event unforgettable with Patrick’s high-energy personality, entirely unique storytelling skills, sales, negotiation, and leadership topic expertise.

Microlearning Reinforcement

Kickstart your sales rep’s day with 3-minute microlearning review and reinforcement videos for immediate skill implementation and long-term skill adoption.

Microlearning Reinforcement

To achieve both immediate skill implementation and long-term skill adoption, SkillSmart provides a holistic training model that combines classroom instruction with a post-training microlearning program that includes daily 3-minute review and reinforcement videos.


All sales professionals appreciate being recognized and rewarded for their educational efforts. After completing the workshop and post-training eLearning program, sellers receive a signed certification diploma, high-quality medal to display, and membership in the online SkillSmart community forum.


The Spartans knew when they combined weaponry SKILLS with a standardized combat METHODOLOGY and campaign-specific battle STRATEGY that they had a SYSTEM. A calculus for winning! A formula for success. They recognized that their greatest competitive advantage wasn’t in superior numbers, brute force or bravery. It was their system. the combined training and application of skill, methodology & strategy. A system as effective for sellers as it is to soldiers, and as applicable to business as it was to battle.

The Battlefield of Business

Like war, business has allies and enemies, weaponry and strategy—battles with winners and losers. And no disrespect to accountants, but the battlefield of business is in the sales arena where there are wins and losses. Triumphs and defeats. And like ancient Spartan Warriors, modern SPARTAN SELLERS trained in the Spartan Selling System [SKILL + METHODOLOGY + STRATEGY = SYSTEM] have a distinct competitive advantage over their SYSTEMLESS colleagues and competitors who don’t.

Negotiation Brochure

Download the Negotiation Training brochure to learn about everything that is included in our training package!

Industry Endorsements

If you’re searching for a sales training and selling system to move your sales dial from Good to Great, you just found it.
Jim Collins
Author, Good to Great
SkillSmart's link between history and sales is very relevant to modern sales professionals searching for a principle-based sales methodology and selling system.
Stephen R. Covey
Author, The 7 Habits of Highly Effective People
SkillSmart's books, trainings and presentation system will teach you how to double your sales, and double your income.
Brian Tracy
Author, The Psychology of Selling

Take 20 minutes for a conversation with Patrick to discuss your sales objectives.