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3° Modulo LPS 1° LIVELLO - 4 ORE


 

TENCICHE DI NEGOZIAZIONE INTERPERSONALE

Questo programma è molto importante sia per chi si vuole qualificare come ANALISTA sia per coloro che intendono perfezionare al meglio la loro comunicazione negoziale, utilizzandola nel proprio lavoro.

Si impara soprattutto a relazionarsi con il soggetto o più soggetti che potenzialmente possano dimostrare interesse nell'utilizzare per scopi professionali il modello LPS TRAINING HUMAN RESEARCH. Giunti a questo punto, dobbiamo essere in grado di dimostrare tecnicamente i proncipi applicativi e le DEMOS sui casi REALI e CONCRETI.

Avere una bella idea, anche se geniale, non significa necessariamente farla diventare un progetto esecutivo se non abbiamo gli strumenti per poterlo fare. Così come avere un ottimo prodotto non significa affatto che esso sia automaticamente vendibile o venduto. Occorre essere a conoscenza delle dinamiche mentali dei soggetti facenti parte il mercato che intendiamo colpire, conoscere le loro esigenze, opportunità, problemi, necessità e desideri.

La negoziazione è un pò diversa dalla vendita. In cosa si differenzia? negoziare significa pensare che esistono almeno due parti che devono essere equilibrate: chi acquista e chi vende. Spesso confondiamo le due cose. Nessuno potrà essere un formidabile venditore se troverà, dall'altra parte uno scarso acquirente e viceversa.

Ogni ruolo è complementare all'altro, come le chiavi per la serratura, e per trattare correttamente la negoziazione occorre preparazione emozionale e tecnica, conoscenza delle visioni generali e particolari delle strategie. E' finita l'epoca del "piede in mezzo alla porta" per conquistare il cliente, l'assalto alla vendita come se si dovesse andare in guerra e non è straordinariamente bello paragonare la vendita all'arte (vendere è un arte).

Vendere e saper far acquistare sono due condizioni molto diverse tra loro e hanno ruoli, competenze e gestioni molto differenti. La negoziazione è un lavoro tecnico e programmatico ed è quella forza che si scatena, ogni minuto in ogni singolo angolo del mondo, prescindendo dalla nostra capacità di essere acquirenti o venditori di parole, emozioni, beni ,idee o servizi.

In questo modulo si apprendono "le basi" del comportamento negoziale tra i soggetti interessati, l'acquirente  e il venditore, quindi particolarmente indicato a chi si avvicina al mondo della vendita, sia di beni che di servizi.

Si utilizzano le tecniche FASICHE 1,9, di LPS, nonchè l'applicazione settoriale del Bilanciamento LPS. Il modulo utilizza criteri ed applicazioni facilmente riproducibili già alla fine del modulo stesso, in quanto l'approccio è necessariamente "logico".

Basi Lps: Vengono sperimentate diverse situazioni che aiutano l'allievo a "costruire" un piano logico-comportamentale, sia nella comunicazione verbale, paraverbale, ma anche in quella subliminale.

PIANO RELAZIONALE DI ASSE  -  PRA: E' il programma, molto simile ad uno schema da compilare, che ci aiuta a capire rapidamente quali sono i BISOGNI e i DESIDERI, i fattori di condizionamento PERSONALI e IMPESONALI, se si tratta di una comunicazione tra i soggetti di tipo RAZIONALE o EMOZIONALE, in piu' si valuta e si approfondisce la TECNICA DI RITORNO.

Il PRA è la cartina tornasole del nostro modello espositivo. Valuta il percorso di vendita-acquisto con il nostro interlocutore, si apre a tutte le possibili  obiezioni di vendita, valuta e segmenta le opportunità di acquisto.

 

 

 

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