O poder da observação e do conhecimento

Tudo que parece estar bom e dando certo pode ainda ficar melhor se nos atentarmos ao fato de que uma Venda Certa pode depender de muitos aspectos além do conhecimento do produto e a disposição para vender, sabendo que temos o produto certo para um cliente em prospecção

"Armadilhas emocionais das negociações – em geral mais importantes que estratégias e táticas."

A psicóloga Alison Wood Brooks, especialista em economia, doutora em administração, trata em seu artigo para a revista Mente e Cérebro das armadilhas emocionais das negociações – em geral mais importantes que estratégias, táticas, propostas e contrapropostas. Segundo ela, é fundamental ater-se a demonstrações de ansiedade, irritação, empolgação, decepção ou pesar, tanto nossas quanto do interlocutor. Essa atitude é grande diferencial para o sucesso de acordos, seja na vida pessoal ou profissional: prestando atenção ao que sentimos e olhando para o outro criamos pontes.

"Um bom momento ou uma necessidade do outro, a isso chamamos de validação social."

Para ser um bom profissional de vendas, como em nossa vida social, não podemos deixar de lado certos aspectos primordiais dos relacionamentos, mostrar que fazemos parte, de um bom momento ou uma necessidade do outro, a isso chamamos de validação social.

Vamos oferecer um produto ou serviço, importante o conhecimento e a autenticidade de nossa proposta, mas, não podemos deixar de lado a importância de observar as reações do outro, o que nos dará abertura para ouvir e valorizar opiniões daqueles que estão em posição de comando, sabendo argumentar, levando-os a um comprometimento em relação à nossa oferta, chegando ao sucesso nos acordos.

Prestando atenção ao que sentimos e olhando para o outro criamos pontes. E com isso, necessariamente, fazemos valer nossa opinião? Talvez não. Mas o melhor é que nesse trajeto é possível descobrir que o outro também tem razão. E isso pode ser muito interessante no momento de uma negociação.

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