Here's how you can use active listening to resolve conflicts in sales negotiations.

During sales negotiations, a client expresses concerns about pricing. By actively listening to their reasons and acknowledging their budget constraints, the salesperson demonstrates empathy and understanding. They then propose a customized pricing plan that addresses the client's needs while still meeting their own business goals, resulting in a win-win solution and a strengthened client relationship. 🤝💼

Understanding needs is first to talk everything than the price. When a potential client expresses his budget as fix that there is of course a limit which is set, however the client can also walk away educated by a discussion about his needs and how this is linked to the price.

Active listening in sales negotiations can resolve conflicts by ensuring all parties feel heard and understood. Focus on the speaker, summarize their points to confirm understanding, and ask clarifying questions. This approach reduces misunderstandings, builds trust, and creates a cooperative environment conducive to finding mutually beneficial solutions.

It's crucial to be open to listening attentively, avoid interrupting, validate the points raised by the other party in the negotiation, incorporate them as points to consider, and add our perspective. This is very important when it comes to closing healthy negotiations that contribute to both parties and result in a win-win situation.

existem situações onde você se depara com um cliente de difícil negociação geralmente da geração X, onde você precisa ter um grande jogo de cintura e grande inteligência emocional para resolução dos conflitos e para não perder esse cliente importante.

Ask questions that draw the correct emotions from your prospect. In doing so you can sometimes lead the prospect into convincing themselves of the point you are attempting to make.

Many people are under the impression that sales professionals have to always be the "hard negotiators" stereotype, and that emotions are not a part of the equation. Truth is, your clients are human too! It is important to be able to relate to them and how they feel, validate their reasoning, concerns and position. Displaying genuine emotional intelligence, & empathy is what bridge gaps, opens a gate for resolution & builds strong business relationships. *Use phrases like "Yes, I completely understand where you are coming from.." "I understand how challenging X must be.." *Reassure them: "I am certain that I will be able to help you with.." "I am sure that we are able to come to a position where it's convenient to you and us as well..".

Reflecting emotions has been the best way for me to match my clients energy and vibe and create a synergy between us. This may sound cliche but it has been a very productive approach in creating a connection with my clients and creating a constructive dialogue with them where they are comfortable in conversing with me and having a positive meeting for me.

Hay que separar los problemas de las personas. Pero conectándo con las personas es más fácil resolver los problemas. Busca generar empatía, construye el puente emocional con el clientes, ese será el punto de partida para resolver cualquier conflicto

É importante ouvir seu cliente , muitos misturam assuntos pessoais nas negociações ,pois ele acabam se tornando amigos é confundem as relações, mas para ocorrer fechamento de negócio é importante compreende-lo e estabelecer uma relação sólida é duradora!

Una vez que tengas identificados los puntos donde no hay acuerdo, trata de conectarlo con tu propuesta. Seguramente en el proceso de planificación hayas detectado la posibilidad de que se planteen esos cuellos de botella, es muy raro que sean muy distintos a los que uno planificó. Pues buen, una vez detectados esos puntos trata de resolverlos o neutralizarlos, uno a uno, con elementos surgidos de tu propuesta de valor.

It’s imperative to confirm your buyers needs to then at various stages of the sales cycle. Doing so will help you avoid wasted time on a deal that will not close. Use phrases like “in summary you’re experiencing xxx which is causing xxx. We have a solution xxx for your challenge.”

Toda negociação parte do pressuposto que os dois lados chegaram ao consenso, o famoso "ganha-ganha", mas para isso de fato ocorrer, é importante esclarecer dúvidas e não ter vergonha de admitir que não sabe de tudo, por vezes dizer: "Eu não consigo te responder agora com precisão, mas hoje ainda te retorno com esta informação" e ir buscar. Tratar o cliente como alguém que precisa e merece de todas as dúvidas sanadas para agregar valor ao seu produto ou serviço.

It involves asking questions to ensure that you have a clear understanding of the other party's statements. By doing so, you can avoid misunderstandings that might lead to unnecessary conflicts. Clarifying points also signals to the other party that you are paying close attention to what they are saying, which can help in building a cooperative relationship.

Giving feedback is a key aspect of active listening that is often underestimated. It not only confirms that we have understood the information, but also that we are ready to interact based on it. In sales negotiations in particular, it is valuable to summarize what you have heard and bring in your own perspectives. This promotes mutual understanding and makes it easier to find joint solutions. In many cases, this approach has enabled me to turn a simple conversation into a productive and solution-oriented discussion.

1. Validation and Validation: Providing feedback validates the other party's contribution to the conversation, acknowledging their viewpoints and demonstrating that you have actively listened to what they've said. This validation fosters a sense of mutual respect and understanding, laying a foundation for constructive dialogue and collaboration. 2. Driving Progress: Feedback serves as a catalyst for progress in the negotiation process by facilitating clarification and alignment on key points. By offering your perspective and summarizing the discussion, you can steer the conversation towards productive outcomes, such as identifying areas of agreement or brainstorming creative solutions to address differences.

ouvir o cliente no processo de pós vendas é fundamental para fechar o ciclo do negocio é já estabelecer o início do próximo ciclo de negociações, principalmente se o produto tem um alto valor agregado.

o processo de feedback coorporativo é o principal vinculo assertivo entre a empresa é o cliente Nele é possível aprender com seus erros

Negotiation is the process of finding common ground or the result of an agreement between the parties which basically must be mutually acceptable with justice that is considered equal by the parties.

After active listening, it is crucial to develop solutions that are truly based on the needs of all parties involved. By offering proposed solutions based on our insights gained during the listening process, we demonstrate not only understanding, but also our willingness to create shared value. This collaborative approach turns conflict into opportunity and fosters an atmosphere where all parties win. This strategy has helped to achieve sustainable and positive results many times in my professional career.

Any proposal at this stage needs to take into consideration and cover every single point of concern that your potential client has expressed. Not a single point missed. For X concern we can do this. For Y concern we can do this. You can propose options like: "Based on our previous discussion, and the concerns you thankfully shared with me, I understand that you are unable to do X because of Y, to overcome this, how about we do Z instead? That way we completely avoid Y concern that you understandably had. I believe that this can help you move forward with contract signing feeling more at ease. Would that be a workable option for you?"

At the end of the day, you have to solve a problem for your client/customer. You have to show that you can provide value to that prospect/business. Listen more then you talk sometimes. Ask the right questions, and that customer will lead you to exactly how you can help them most times. You’ve got to figure out a way to be that persons problem solver instead of that persons sales rep. Perception is everything. Change the perception they have if you.

quando você agrega valor no seu produto você diminui a relação de conflitos com seu cliente, pois ele está convencido de que seu produto é único e exclusivo.

After actively listening to understand the conflict, it's time to move towards resolution by suggesting solutions. These should be based on the insights gained through the listening process and tailored to address the concerns of all parties involved. By proposing options that are considerate of the other party's needs, you demonstrate that you are committed to a win-win outcome. This collaborative approach can transform a conflict into an opportunity for creating value in the negotiation.

An important aspect of active listening that many often overlook is the follow-up after a negotiation. This phase not only demonstrates our commitment to the agreed solutions, but also strengthens relationships in the long term. By following up thoroughly, we secure the trust and respect built up during the negotiation and lay the foundations for future successful collaboration. This approach has proven in my experience to be crucial not only in resolving immediate issues, but also in fostering lasting partnerships.

QUANDO A negociação avança , mas seu cliente está inseguro na compra, pois envolve um alto valor de CAPEX, é fundamental apresentar case de sucesso de outros clientes

Active listening doesn't end when the negotiation session is over. Following up after the fact shows that you are committed to the resolutions agreed upon and value the relationship beyond the immediate conflict. It reinforces the positive outcomes of active listening and ensures that any lingering issues are addressed promptly. A thoughtful follow-up can solidify the trust and respect earned during the negotiation, setting the stage for future successful interactions.

Active listening is pretty well absent in the world of sales. I was never taught it until I entered the word of coaching. There can be no coaching if there is no active listening…that fact floored me. Now I teach active listening to salespeople as part of my consultancy. Get a salesperson to do active listening…I’ll show you a future superstar.

- 👂 Listen actively to understand the concerns and perspectives of all parties involved. - 🔄 Paraphrase and summarize to ensure clarity and demonstrate understanding. - 🤝 Validate emotions and acknowledge the importance of each person's viewpoint. - 💬 Encourage open communication and invite all parties to share their thoughts and feelings. - 🌟 Seek common ground and explore mutually beneficial solutions. - 💡 Offer alternatives and compromises to address the underlying issues. - 🚀 Remain calm and composed to de-escalate tensions and maintain rapport. - 📝 Document agreements and action steps to ensure follow-through and accountability. - 🎉 Celebrate successful conflict resolution as a positive outcome for all parties involved.

“No” is good, “yes” is bad, “maybe” is hell. Nurture. No assumptions. No expectations. Only blank slate. Be empathatic but not weak. Be able to walk away.

Teve um caso onde um cliente se sentia inseguro em concluir um negocio de alto valor de CAPEX e que envolvia OPEX complexo. tive que levar o cliente em grandes obras e mostrar todo processo para ele se sentir juridicamente seguro para fazer o aporte.