Purpose

By the end of this activity you will be able to:

• Appreciate the importance that emotion plays in buying decisions

• Understand your own buying motives and the degree to which emotion plays a part in your decisions

• List a series of emotive words and phrases to avoid in negotiations, together with alternatives that have a positive emotional impact

• List a number of positive powerfully emotive words that are appropriate to your own sales negotiation situations.

Benefits

Make them feel good, look good or feel they have a good deal - all primarily emotional reactions but ones which can have a greater influence in negotiation than other colder more logical reasoning.

Related Solutions

Audience

For sales managers wishing to develop their team, or for all those who find negotiation a required skill in the successful fulfillment of their job

Learning method

Three part activity transferring instinct into knowledge, and developing the skills of using the vocabulary of that knowledge.

Time to Complete

Length

Pages

Participants

Price

(inc. VAT)