London Training for Excellence

Sales Presentation and Negotiation

5.0 excellent 1 opinion
London Training for Excellence
À London (England), Amman (Jordan), Copenhagen (Denmark) et dans 5 autres établissements
  • London Training for Excellence

*Prix indicatif
Montant original en GBP :
£UK 2815

Infos importantes

Typologie Short course
Lieu Dans 7 établissements
Heures de classe 20h
Durée 5 Days
Début 24/12/2018
autres dates

If you are looking for a complete training in sales, then this Sales Presentation and Negotiation course, organized by London Training for Excellence and listed at Emagister.co.uk is the right choice for you.

Knowing how to present a product or how to negotiate on a sale are two key factors in making a sale. An effective sales presentation encourages the prospective customers to develop interest in the products or services which is offered to them and thus, influencing the purchasing decision. Negotiation, as well, plays a vital role in the complete sales process.

For some salesmen, a sales opportunity ends as soon as the targeted customer refuses to buy his product or service, but an efficient and a skilled sales professional known better than to get disappointed at this stage. This is when he can put his negotiation skills to use and make the sale even after being refused initially. This course in Sales Presentation and Negotiation focuses on providing you with a detailed know-how of how the sales presentation and negotiation process works and how you can implement them to emerge as an effective salesperson.

Click on our website Emagister.co.uk in order to find all the information related to the course. We will inform you about the course without any obligation.

Infos importantes
Cette formation est-elle faite pour moi?

Departmental heads – Sales
Sales trainees
Sales trainers

Installations (8)
Où et quand
Début Lieu
04 févr. 2019
Jordan, Jordan
Voir plan
24 déc. 2018
Staden Kobenhavn, Denmark
Voir plan
10 juin 2019
Dubai, United Arab Emirates
Voir plan
04 mars 2019
22 juil. 2019
London, England
Voir plan
26 nov. 2018
(75) Paris, France
Voir plan
08 juil. 2019
(75) Paris, France
Voir plan
Voir toutes les sessions (8)
Début 04 févr. 2019
Jordan, Jordan
Voir plan
Début 24 déc. 2018
Staden Kobenhavn, Denmark
Voir plan
Début 10 juin 2019
Dubai, United Arab Emirates
Voir plan
Début 04 mars 2019
22 juil. 2019
London, England
Voir plan
Début 26 nov. 2018
(75) Paris, France
Voir plan
Début 08 juil. 2019
(75) Paris, France
Voir plan
Début 07 janv. 2019
21 janv. 2019
Wien, Austria
Voir plan
Début 13 mai 2019
27 mai 2019
Zürich, Switzerland
Voir plan


Évaluation de la formation
Évaluation du Centre

Opinions sur cette formation

Margret J.
Le meilleur de la formation: Lectures given were utmost professional and highly recommended as per the course and structure. I found, high standards in every aspect of the training and I appreciate the fact. They helped me take a leap in my career, thanks a lot!
À améliorer: nothing to improve
Formation effectuée: Décembre 2017
Recommanderiez-vous cette centre de formation ?: oui
* Opinions recueillies par Emagister et iAgora

Qu'apprend-on avec cette formation ?

Sales Presentation
Customer Care
Communication Training
Sales Training
Sales and marketing


Overview of Sales Presentation
  • Definition of sales
  • Understand the meaning of Sales Presentation
  • Identify the objectives of an effective sales presentation
  • Identify the various purposes of a sales presentation
Methods of Sales Presentation
  • Identify the various methods of sales presentation – Memorized, Formula, Needs – Satisfaction, and Problem – Solution
  • Understanding Memorized Sales Presentation Method
  • Advantages and disadvantages of Memorized Sales Presentation Method
  • Understanding the Formula Presentation Method
  • Understanding the Formula Sales Presentation Method’s Approach
  • Advantages and disadvantages of the Formula Presentation Method
  • Understanding the Needs – Satisfaction Presentation Method
  • Advantages and drawbacks of the Needs – Satisfaction Presentation Method
  • Understanding the Problem – Solution Presentation Method
  • Identifying the various steps in Problem – Solution Presentation Method
Sales Presentation Strategy
  • Understanding Sales Approach and its objective
  • Understanding the various types of sales approach – Telephonic, Social Contact, Business Contact
  • Guidelines to use telephonic approach effectively
  • Guidelines to use social contact effectively
  • Understanding the Business Contact method and its different approaches – Product Demonstration, Referral, Customer Benefit, Questioning, Survey,
  • Selecting a presentation method according to your customer
  • Various ways of product explanation and demonstration – verbal, pamphlets and flyers, PowerPoint presentations, and other such aids
  • Difference between selling to an existing client or a prospect customer
  • Identifying the difference between the actual decision-making customer and other customers (family member, business partner, spouse, parents, etc.)
Sales Presentation Mix
  • Understanding the various elements of a Sales Presentation Mix – Persuasive Communication, Participation, Proof, Visual Aids, Dramatization, and Demonstration
  • What is Persuasive Communication and what are the factors to develop persuasive communication?
  • Different ways to motivate a prospective customer to participate in the sales presentation – Asking questions, explaining utility of the product(s) or service (s), presenting visuals, and using demonstrations
  • Using proof statements to gain customer confidence – past sales record for the salesperson, realistic expectation setting, customer testimonials, and company records.
  • Understanding the reasons and advantages of Visual Presentation
  • Guidelines for using visual aids
  • Understanding the benefits of using Dramatization
  • Understanding the reasons and advantages of Demonstration, and guidelines for using it as a sales tool
Understanding Negotiation
  • What is Negotiation?
  • What is the need to negotiate?
  • Understanding the various prerequisites of negotiating
  • Types of Negotiation – Distributive and Integrative
  • Difference between Distributive negotiation and Integrative negotiation
  • Understanding the negotiation process – Preparation, Sharing of Information, Bargaining (negotiation), and finalizing the sale
  • Basic principles to any type of negotiation
  • Characteristics of an effective and efficient negotiator
Negotiation strategies
  • What is BATNA?
  • How to use BATNA as a skill to negotiate and where?
  • Common issues in Negotiation
  • Importance of BATNA
  • Understanding your Negotiation style and improving it
  • Skills and guidelines for better negotiation
  • How to handle difficult negotiators
  • How to handle emotions and knowing your “hot” buttons
  • Understanding various styles of negotiation – Competitive, Collaborative, Compromising, Avoiding, and Accommodating
  • What is ZOPA?
  • Three types of behaviour which a sales person can display or face during a negotiation process – Red, Blue, and Purple.

Case study and SWOT analysis
In this session, the training facilitator provides case studies and explains sales negotiation and presentation via SWOT analysis of the various case studies.