Learn what sales marketing is

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Harvard Method Also called "Getting to yes" or the Harvard method, it is a technique where it is assumed that the predominance of one of the parties only leads to partialization of the deal. Instead, a negotiation is considered positive as long as the outcome ends up strengthening the relationship between those involved. To carry it out, this is the step by step: Separate the problem from the people : By excluding personal titles from the equation and assuming that the negotiation will be based on the resolution of a conflict, so understanding how it works is more important than personal benefit. Understand the positions : deciphering the motivations beneath the demands. Generate solutions : proposing resolutions that integrate all points of view. Take some time to review these related contents! What is the sales cycle and how to apply it in your business.

Learn what sales marketing is and how it influences your business Telegram Number Data 15 tips to be a good salesperson Strategic empathy This negotiation technique developed by a former FBI allows you to use the emotional aspect as the axis of the discussions to benefit the results. For this type of method you need: develop active listening; use the parties' words to decipher their needs, for example, if a client says "this service contract leaves me unprotected," you can say "do you need to feel more protected? What can we change?"; use empathy to understand needs from their perspective; gives control to the interlocutor to understand how they think; generates progressive offers, designing a plan that is put together part by part until maximum mutual benefit is obtained.



ADVERTISEMENT AIDDA The AIDDA method separates sales processes into several stages ranging from the discovery of needs to closing the deal. Its objective lies in the persuasion of the potential client towards the realization of a business opportunity and is possible in the following way: your attention is caught (A); your interest is aroused (I); a demonstration is offered; (D) desire is generated (D); and an action is caused (A). Without a doubt, it is a model very similar to the AIDA model , very popular in Content Marketing . SPIN method A very effective negotiation strategy that separates the entire methodology into four essential stages, which are: Situation ; Problem ; I mplication; Need .