A arte de negociar

Negociar é um dos momentos importantes de uma venda e realmente não é fácil, levando o vendedor em alguns momentos se sentir inseguro. Mas selecionamos algumas dicas que podem fazer toda a diferença no fechamento de um negócio.Seja objetivo e identifique qual problema deve ser solucionado.

  1. Determine o produto ou serviço que será oferecido baseado em critérios lógicos conforme a necessidade do cliente.
  2. Seja flexível. Dê a oportunidade de o cliente participar do processo de negociação.
  3. Busque o maior número possível de informações para que tenha poder de negociação.
  4. Muitas vezes para negociar é preciso ceder em alguns pontos para se conquistar um relacionamento a longo prazo.
  5. Transmita tranquilidade e saiba ouvir seu cliente. É ouvindo que terá o melhor direcionamento para suas argumentações.
  6. Não existe uma fórmula para negociar pois lidamos com seres humanos com crenças e opiniões, mas com criatividade poderá ser um diferencial, ou seja, sempre tenha “cartas na manga”.
  7. Negociar não significa baixar seus preços ou distribuir descontos e sim chegar a um acordo baseado no valor de seu produto ou serviço.
  8. A arte da negociação não é uma tarefa fácil, mas não é impossível. Estude, capacite-se e leia mais sobre o assunto para obter sempre os melhores resultados.

Sucesso e boas vendas.


Marisol Ricci

Diretora, consultora e palestrante de vendas da DMM Solutions

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