Negotiation Techniques (Consultive Sales)
The Negotiation Techniques (Consultive Sales) course is designed for professionals seeking to strengthen their skills and solve common workplace challenges. It combines theory and practice to ensure participants can apply knowledge directly in their organizations.
**Learning Objectives:**
• Understand the fundamentals and practical applications of the topic.
• Develop problem-solving skills for recurring business challenges.
• Apply tools and methods that improve efficiency and results.
• Promote sustainable improvements in processes and teams.
Público-Alvo
Professionals who want and/or need to develop.
Requisitos
There is no prerequisite
Workload
Variable
Formatos
In-person and OnlineContent
**Structure:**
• Self assessment: how do I perform as a negotiator?
• Structure of a good negotiation:
- Behavior & Attitude :
- The negotiator profiles and how to act to each profile.
- Negotiation Behavioral Elements: Golden and platinum rules
- Process & Method:
- Preparation and understanding: Prospection and Approach
- Exploring the options: Behavior and Posture
- Clarification, Final Action, Assessment and Controls: Closing and post sales
• Consultive Sales and the negotiation process: SPIN Model
- Situational Questions / Problem / Implication / Cost vs Benefit Need
**Group activities and role/real plays**
**Video:** tips for an effective negotiation
**Pre-Work:** n/a