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-objetivo
All professionals
Requisitos
No pre-requisites.
Duracíon
8 hours
Formatos
In-person, Online or HybridContenido
**_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