Sales Excellence: Effective Presentation and Negotiation Skills - Date: 25 September 2019 - Chart Learning ...
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
Sales Excellence: Effective Presentation and
Negotiation Skills
Date: 25 September 2019
Venue: Blackheath
Address:
Pendoring Office Park, Blackheath
Johannesburg
Sales Excellence: Effective Presentation and
Negotiation Skills
FACILITIES FOR PARTICIPANTS
Why Choose this Training Course? ▪ Comprehensive Training Material
▪ Certificate of Attendance
We have all experienced good and bad presentations. What is the difference and
what must you avoid during your next presentation? ▪ Stationeries: (Pen and Writing Pad)
▪ Training Room with Full AC Facilities
Understand why it is vital to plan your presentations to add impact and implement
seven strategies for preparing a sales presentation and mistakes to avoid. and multimedia
Develop your skills to negotiate better with your client and learn the six planning ▪ Subject matter expert facilitators who
tactics of successful negotiators.
are qualified and accredited.
Course Objectives: ▪ Post assessment and feedback forms
• Planning Persuasive Presentations will be completed by the delegates at
• Preparing Presentations that Sell the end of training to ensure that
• Presenting with Impact
• Avoiding Mistakes and Anxiety training needs were met.
• Planning Effective Negotiations ▪ The training takes place in a
• Opening Win-Win Discussions classroom environment using
• Reaching Agreement and Concession Tactics
technology or online with virtual
facilitation and coaching.
Who Should you attend: ▪ Kindly bring own laptop
• Sales Consultants
• Managing Directors INVESTMENT
• Directors R 3, 750.00 Per Delegate (Exl. Vat)
• Account Executives
• Account Managers
• Sales Managers NB: You will receive a 10% discount for
• Consultants in the Retail Industry bringing more than 5 delegates, and
• Call Centre Agents
training will be held at your office for
bookings of 5 or more people.
COURSE CONTENT
MODULE 1
MODULE 2
Planning Persuasive Presentations Preparing Presentations that Sell
• Apply the four P’s of persuasive presentations, • Implement seven strategies for preparing a sales
understand the new language in sales, implement the presentation, know the four parts of a “Presentation
three V’s of communication, build communication Body,” brainstorm ideas to generate content, prepare
congruency, know how to build trust, demonstrate details of your presentation, create and illustrate
how to use “trouble” in selling, organize presentations supporting points, implement three ways to increase
with the three T’s, apply strategic steps for planning your presentation’s persuasion influence, prepare
persuasive presentations, and explain the powerful introductions, transitions, overviews,
advantages of planning an approach. summaries, compelling openers, know how to manage
collateral material before, during and after a
presentation, apply guidelines for preparing an
MODULE 3 “Elevator Speech”.
Practicing for Perfect Delivery MODULE 4
• Apply five guidelines for practicing your craft, know Presenting with Impact
how to make six minor adjustments that can make a • Understand the ambiguous meaning of messages,
major difference, and implement five strategies to know how to present an organized program, apply four
coach your mindset ways to present with vocal impact, employ five
strategies to increase your visual impact, know the do’s
MODULE 5
and don’ts of using gestures, apply five guidelines for
Avoiding Mistakes and Rx for Anxiety presenting an effective impromptu speech, and
understand how to close your program with impact
• Know how to avoid the ten biggest presentation
mistakes and implement nine prescriptions for MODULE 6
managing anxiety
Introduction to Negotiating and Strategy
• Understand opportunities for negotiation, know optimal
MODULE 7
conditions for negotiating, define negotiation, identify
Planning Effective Negotiations the difference between strategy and tactics, explain the
difference between negotiation and conflict, apply five
• Answer six types of questions before entering conflict management strategies, implement two
negotiations, apply six strategies for increasing your powerful negotiation strategies—collaboration and
currency power, implement six planning tactics of compromise.
successful negotiators, and adopt ten behaviours of
effective negotiators. MODULE 8
MODULE 9 Opening Win-Win Discussions
Exploring Win-Win Alternatives, Price Limits and • Know the three steps for opening a discussion,
Gambits understand how to build high trust, select appropriate
words for building positive relationships, understand
• Explore alternatives by implementing eight win-win the pitfalls of positional bargaining, discuss how to work
strategies, determine buyer price limits, pinpoint with collaborative bundled negotiations.
underlying needs, ask exploration questions, reduce
conflict gaps, uncover buyer price limits, deal with MODULE 10
price limitations, and apply 12 strategies for working
defensively with “offensive” buyer gambits Reaching Agreement and Concession Tactics
• Apply four steps for reaching agreement, implement 10
suggestions on working with concessions, understand key
components to the agreement, test your understanding of
prime and alternative currencies.
• an effective critical listener, implement three steps to
THE CERTIFICATE
Chart Learning Solutions Certificate of
Attendance for delegates who attend and
complete the course
DURATION OF THE COURSE
One Day
Sales Excellence: Effective
Presentation and
Negotiation Skills
Follow us on Social Media
Please do not hesitate to contact us on:
Tel: +27 83 419 1693
Email: hennie.lombaard@chartlearningsolutions.com
Website: www.chartlearningsolutions.com
You can also read
