Negotiation Techniques (Consultative Sales)
The *Consultative Sales Negotiation* course helps professionals move beyond transactional negotiations to build long-term relationships based on trust and mutual value. It teaches how to understand customer needs and co-create solutions that generate results for both sides.
The objectives of this course are:
Negotiating with customers is not about winning arguments — it’s about building partnerships. This course helps professionals turn negotiation into an opportunity for connection, credibility, and sustainable success.
The objectives of this course are:
- Present the principles of consultative selling and value creation.
- Teach techniques for identifying needs, influencing, and handling objections.
- Develop negotiation skills that balance commercial goals with customer satisfaction.
Negotiating with customers is not about winning arguments — it’s about building partnerships. This course helps professionals turn negotiation into an opportunity for connection, credibility, and sustainable success.
Público-Alvo
All professionals
Requisitos
No pre-requisites.
Workload
8 hours
Formatos
In-person, Online or HybridContent
Structure:
Tips for effective negotiation
Pre-Work:
Not applicable
- Self-assessment: how do I perform as a negotiator
- Structure of a good negotiation
- Behavior and attitude
- Negotiator profiles and how to act with each profile
- Negotiation behavioral elements: golden and platinum rules
- Process and method
- Preparation and understanding: prospection and approach
- Exploring options: behavior and posture
- Clarification, final action, assessment and controls: closing and post-sales
- Consultative sales and the negotiation process using the SPIN model
- Situational, problem, implication and cost versus benefit need questions
- Group activities and role plays using real situations
Tips for effective negotiation
Pre-Work:
Not applicable