Distance selling and negotiation is of equal or greater importance than face-to-face selling. This practical sales and negotiation training is specifically designed for the prospecting and sales function of sales reps and account executives.

It is increasingly common for our customers to refuse to meet with us or to ask us to conduct the meeting online. This is something that is new to some salespeople but has been around for more than 10 years in northern European countries. In these countries, which are less inclined to direct personal contact than we are, many customers consider that accepting a visit is a favor to the supplier.

What should the salesperson do in the face of this? Obviously, he can do two things. The first is to continue to force the visit to end up irritating the customer or prospect and the second is to accept the online method while trying to make the customer experience as good as possible.

Negotiation can be defined as the relationship established by two or more persons in relation to a given matter with a view to bringing positions closer together and reaching an agreement that is beneficial to all of them. It is initiated when there are differences in the positions held by the parties; if these positions were coincident there would be no need to negotiate.

Negotiation seeks to eliminate these differences, usually by gradually bringing the positions closer together until a mutually acceptable point is reached. To initiate a negotiation, there must also be interest on the part of the parties concerned in trying to reach an agreement. If only one of the parties does not have this willingness to reach an understanding, there would be no negotiation.




199 € + IVA


The course is structured in 17 units. Each unit is composed of digitized content exported in scorm with interactivity, an explanatory video made by the expert teacher and a test of three non-assessable but compulsory questions to allow the progress of the course.

1. Introduction to distance selling.
2. How to sell at a distance.
3. Negotiation in the digital era vs traditional negotiation.
4. Identifying your objectives: BATNA, ZOPA and Value Creation.
5. Advantages and benefits or digital negotiation.
6. The checklist to prepare your negotiation digital or not.
7. How to deal with digital negotiation.
8. Negotiation strategies.
9. Internet sales.
10. Identifying, applying, and respecting the key stages.
11. Elements of complexity negotiator.
12. Closing the negotiation and formalizing the agreement.
13. Reasons for not reaching an agreement.
14. How have you negotiated?
15. Real-case studies.
16. The key points to remember in a negotiation.
17. Conclusion.

Final evaluation test
Downloadable content in PDF

Guía didáctica

The proposed training course will be carried out in the virtual classroom of ESCUELA DE EMPRESA, which allows the student to follow the course in a personalized way, accessing from any geographical location and adapting the pace of learning to their needs.

The methodology that this training proposal implies is interactive, incorporates the support of an external tutor and is complemented with the usual communication elements in online training: forum, internal mail, information boards, documentation center, which guarantee an adequate learning process.

– To take advantage of the potential of the tools to contact and sell at a distance.
– Mastering sales and negotiation techniques.
– Learn to listen to discover the client’s objectives and motivations.
– Knowing how to argue based on the buying motives of each customer.
– Convince and know how to conclude.
– The student will be able to increase the effectiveness of their calls and virtual meetings to prospective clients.
– The student will have increased his or her active listening skills.
– Identify the key factors for a good negotiation.
– Develop the most effective approaches to negotiate and influence your employees, suppliers, and customers.
– Create a personal style of negotiation influence.
– Establish a pace in the negotiation that makes it possible to take advantage of differences, accept diversity and make it possible to reach an agreement under satisfactory conditions for the parties involved in the negotiation.

Given the specificities of the course, at the end of each chapter the student will find a self-assessment with three questions about the previously acquired content. A previous visualization of all contents is required to be able to access the evaluation, as well as a 75% of correct answers without limits of attempts to be able to advance with the rest of the course.

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