Most reps lose the deal at 'send me a proposal' or give discount they didn't need to. The 4 objection patterns, interest-based negotiation, and the close-without-discount discipline.
Most B2B deals don't stall on a real objection. They stall on a polite holding pattern — 'send me a proposal', 'let me run it past the team', 'we'll discuss in our next leadership meeting'. The rep accepts the holding pattern at face value, the deal slips a quarter, the customer's priorities move, and the deal you thought would close in March quietly dies in June.
This workshop is built on the interest-based negotiation framework from Roger Fisher and William Ury (the Harvard Negotiation Project, authors of Getting to Yes) — the framework that underpins virtually every credible UK negotiation programme. We combine it with the modern sales-specific objection taxonomy used by Force Management, Winning by Design, and the MEDDIC institute.
The day is built around your real objections from your real deals. Delegates bring three live stalls, work them through the objection framework in the morning, run live negotiation rounds in the afternoon with practitioner feedback, and leave with three deals unstuck — not a workbook.
Built on Getting to Yes (Fisher & Ury) + MEDDICEvery TESS workshop is designed backwards from the change you want to see in your team's behaviour. Here's what coaching graduates do differently on the Monday after.
Real objection, polite no, holding pattern, internal politics — each needs a different response.
Why the procurement-team objection isn't really about price 7 times out of 10.
The 6 most common pricing objections and the 6 responses — drilled in pairs on real recent quotes.
Best Alternative to a Negotiated Agreement — and why never having one is why you over-discount.
Three techniques for the deal where your decision-maker is being challenged by people you've never met.
The 4 closes that work in 2026 — and the one that almost everyone defaults to that doesn't.
Full-day format shown. The half-day version focuses on the morning blocks with a condensed live round at the end.
Genuinely the first time I've left a coaching course able to do it on Monday. The live rounds with feedback made the difference. My 1:1s have completely changed shape.
Pricing depends on group size, delivery mode (live online vs in-person) and whether we tailor the curriculum to your sector. Closed cohorts start from a few hundred pounds per delegate for half-day workshops and scale from there. Book a 15-minute discovery call and we'll give you a concrete figure within 24 hours.
Objections & Negotiation is a full-day workshop by design — the live negotiation rounds in the afternoon are the bit that changes behaviour. A half-day version covering the objection framework and pricing responses only (no live rounds) is available as a foundational session.
We're flexible. Most cohorts run with 10–20 delegates, but we regularly deliver for smaller groups of 2–4, particularly for senior teams or specialised sectors. The live coaching rounds work better with even numbers, but we'll make any group work.
Live online is our default and works well for coaching — breakout rooms make the practice rounds work cleanly. We also deliver in-person at your site or a venue you choose, particularly when the cohort already work in the same room.
Typical lead time from a first call to delivery is 2–4 weeks. We can move faster if you need to — the limiting factor is usually your calendar, not ours.
Yes. The frameworks (GROW, TGROW, observable behaviours) stay the same; the examples, exercises and case studies are tailored to your sector, tools and your team's real work. We discuss this on the discovery call and rebrief the practitioner before delivery.
Yes. Every delegate receives a CPD-certified digital certificate on completion. The certificate references the hours of learning and the frameworks covered, so it can be added directly to a CPD record for any chartered or professional body.
We allocate a TESS coaching practitioner based on your sector. All practitioners are independently qualified coaches (ILM Level 5 or equivalent) with active corporate coaching practices. We'll send the named practitioner's bio after the discovery call.
Two ways in. Book a 30-minute discovery call below, or fill out the form and we'll reply within 24 hours with cohort options for your group.