RAIN Sales Negotiation

Learn sales negotiation strategies to win the best deals. 

Take control of your sales negotiations.

RAIN Sales Negotiation is a self-paced online sales training course designed to help you close more deals at higher margins.

Negotiation is a skill that can be learned by anyone, but if you don't take the time to develop it, it's easy to get outplayed. Especially because, according to our research, buyers are more likely to receive extremely effective negotiation training.

With this course, you'll learn to avoid common sales negotiation mistakes, spot buyer bargaining tactics, and develop a framework for tackling any negotiation.

Click to watch a preview of one of the lessons.


30-day, 100% money-back guarantee

The program includes:

  • 40+ Lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.


30-day, 100% money-back guarantee

The program includes:

  • 40+ Lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.

What Will I Learn?

In RAIN Sales Negotiation, you’ll overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation. You’ll learn:

  • 16 common buyer manipulation tactics and how to counter them
  • How to deal with purchasing and procurement departments
  • A proven framework for sales negotiation success
  • How to get the maximum fees and margins for your products and services
  • Why “win-win” is often, but not always, the best possible approach—despite what you may have been told
  • How to overcome indecision in the sales process and close more sales faster
  • The real deal with objections and how to overcome them (about 90% of all sales objections can be predicted before the negotiation starts)
  • How to avoid common negotiation mistakes (made even by top sellers) that drive down margins and lengthen sales cycles
Want to dig deeper into the content before taking the leap? Get the full details on each module below.
module_icon Module 1: Fundamentals of Sales Negotiation

Knowing how to negotiate with a buyer is one of a seller’s most important skills. Learn the keys to success for creating the strongest agreements and gaining commitment from buyers and leaders. This module includes the following lessons:

  • Becoming a Top-Performing Sales Negotiator
  • The Fundamentals of Sales Negotiations
  • Introduction to the Six Essential Rules of Sales Negotiation
  • Partner vs. Positional vs. Mixed Motive Negotiation
  • RAIN Sales Negotiation Planner Walkthrough
  • Assignment: Complete the RAIN Sales Negotiation Self-Assessment
module_icon Module 2: Always Be Willing to Walk: Managing Your BATNA

Being willing to walk, and knowing when you should, gives you something very powerful: control. Learn how to understand, calculate, and analyze your BATNA—and why it’s critical to sales success. This module includes the following lessons:

  • Understanding the Power of Indifference and Your BATNA
  • How to Estimate Your BATNA
  • Tips to Actively Manage a Negotiation Knowing Your BATNA
  • Power and Leverage in Sales Negotiations
  • Identify the Zone of Possible Agreement
  • Assignment: Finalize Your BATNA
module_icon Module 3: Understanding the Negotiated Issue

The negotiated issue is the what and the how of a negotiation. Learn how to prioritize objectives, work collaboratively with buyers, and build value with creative problem-solving when negotiating. This module includes the following lessons:

  • Introduction to the Negotiated Issue
  • Uncovering Objectives and Exploring Possibilities
  • What You're Trying to Achieve: Objectives and Requirements
  • How You Can Achieve It: Possibilities and Alternatives
  • 4 Stages of Structured Problem Solving
  • Tips to Build Value in the Negotiation
  • Assignment: Master the Negotiated Issue
module_icon Module 4: Leading the Negotiation Process

Adopt the 4-step process for leading a negotiation to guide sales discussions to their best possible outcome. This module includes the following lessons:

  • The 4-Step Process for Leading a Sales Negotiation
  • Achieve Maximum Pricing with Investment Norming and Anchoring
  • Tips for Leading the Negotiation Process


module_icon Module 5: Effecting Emotions

The best sales negotiators drive results by paying attention to both their and the buyer’s emotions. Identify the emotions that influence negotiations and master strategies for managing them. This module includes the following lessons:

  • Negotiation and the 4 Emotions
  • The Role of Anger in Negotiations
  • Controlling Your Emotions when Negotiating
  • Connect with Buyers to Develop Rapport
  • Engage Buyers to Build Ownership
  • Respect Buyers to Gain Respect Back
  • Value Buyer Involvement to Build Desire to Work with You
  • Tips for Effecting Emotions in Negotiation
  • Assignment: Develop a Plan for Managing Emotions
module_icon Module 6: Trading to Maximize Value

Power and leverage give you the ability to influence others. Learn the dynamics of power and leverage in negotiations, and how to propose trade offers that will lead to an agreement. This module includes the following lessons:

  • 6 Sources of Power and Leverage
  • Learn How to Change the Power Dynamics in Negotiations
  • Trade! Don't Cave
  • Assignment: Identify Your Negotiation Possibilities
module_icon Module 7: Responding to the 16 Buyer Tactics

If you want to be successful in negotiations, you need to know how to respond to common buyer negotiation tactics and not let them derail your success. This module includes the following lessons:

  • Overview of the 16 Buyer Negotiation Tactics
  • Responding to Time Pressure Negotiation Tactics
  • How Buyers Try to Lower Price, and What to Do About It
  • When Buyers Try to Throw You Off Your Game
  • Top Performance in Sales Negotiation Research Report
  • Assignment: Prepare to Deal with Common Buyer Negotiation Tactics
module_icon Module 8: Overcoming Buyer Objections

Objections can be hard to hear. The key is knowing how to listen to them, respond accordingly, and move the sale forward. This module includes the following lessons:

  • Why Objections Are a Good Thing
  • 4-Step Process for Overcoming Objections
  • 4 Types of Objections
  • Types of Money Objections and How to Address Them
  • Overcoming Objections Before They Happen
  • Tactical Tips to Overcome Objections
  • Assignment: Prepare to Overcome Objections
module_icon Module 9: RAIN Sales Negotiation Conclusion

Now that you've had the chance to learn the rules of negotiation and develop your skills, review your abilities in a self-assessment:

  • Assignment: Review Your Sales Negotiation Self-Assessment

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Robust Curriculum

Get access to 40+ lessons over 9 distinct modules with text and video options.

Assignments & Resources

Assignments & Resources

Exercises, tools, ebooks, and more to help you apply new knowledge on the job.

Knowledge Checks

Knowledge Checks

Test your retention of the key points in each module.

Flexible Learning

Flexible Learning

Learn your way on desktop, tablet, or mobile.



Earn a certificate of completion to celebrate your professional growth.



Course content is based on over a decade of proprietary sales research and analysis.


Who should take this course?
  • Sellers looking to go beyond a “start high and meet in the middle” generic approach to sales negotiation and learn a comprehensive theory they can apply to all of their sales.
  • Sales managers looking for a negotiation process and framework to use with their teams.
How long does it take to complete the course? Are all lessons available at once?

All program content is available and accessible on-demand as soon as you sign up.

There are 9 modules, each with associated lessons When completed at our recommended pace of 1 module per week, you’ll finish the program in under 3 months.

However, if after completing the lessons you would like continued access to the program content and tools, you are welcome to stay subscribed as long as you’d like.

Is the content downloadable?

Modules are available to view in text and video for your convenience and learning preference. You may view them directly in your browser on any device.

Many of the lessons include downloadable resources, tools, reports, and more. Those are yours to download and keep to reference whenever you like.

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for the RAIN Sales Negotiation is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How does the 30-day, money-back guarantee work?
We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.
I want my team to take this course. Do you have group rates?
We offer discounted rates for groups of 5 or more. If you have a team that would benefit from RAIN Sales Negotiation or are interested in bringing the program on-site, contact us for more information at support@raingroup.com or call 508-405-0438.
How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

  • Ability to drive value
  • Prospecting
  • Driving and discovering needs
  • Solution crafting
  • Presenting
  • Winning
  • Advanced consultative selling skills
  • Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east