The document provides tips for becoming an excellent negotiator. It recommends focusing on believing in yourself and your company, creating good rapport by making the other person feel happy, and finding out the customer's needs, wishes, passions and reasons for purchasing. It also suggests assuming risks to succeed, thinking positively, being dedicated, paying attention to customers and handling objections effectively. The overall tips emphasize preparing well, building the relationship, understanding the customer's perspective, and believing in one's ability.

1. HOW TO BECOME AN
EXCELLENT
NEGOTIATOR?
FOCUS ON SUCCESS

2. 1. BELIEVE IN

3. 1. YOU AND YOUR COMPANY ARE THE BEST
2. THE CUSTOMER NEEDS TO KNOW THAT YOU
ARE THE MOST IMPORTANT PERSON

4. 2. BE A FRIEND

5. 1. CREATE GOOD QUESTIONS
2. MAKE THE OTHER ONE HAPPIER
3. DON’T BEGIN YOUR NEGOTIATION TALKING
ABOUT YOUR PRODUCT

6. 3. FIND OUT

7. 1. FIND OUT THE CUSTOMER’S REASON
2. AT THE END OF EACH CONVERSATION,
CREATE NEW STRATEGIC QUESTIONS
3. ASK ABOUT CUSTOMER’S EXPERIENCE
4. FIND OUT THEIR NEEDS

8. 4. WISHES AND
PASSIONS

9. 1. EMOTIONAL PART OF NEGOTIATION
2. FIND OUT THE WISHES AND PASSIONS

10. 5. ASK

11. 1. ASK GOOD CUSTOMER’S MOMENTS
2. HOW YOU CAN HELP THE OTHER PART
3. FIND OUT GREAT IDEAS AND ORGANIZE
THEM
4. YOU NEED TO HAVE KNOWLODGE ABOUT
YOUR PRODUCT

12. 6. ASSUME RISKS

13. 1. YOU SHOULD ASSUME RISKS IN ORDER TO
SUCCEED
2. FOCUS ON SOLUTION
3. DO DIFFERENT THINGS SO THAT YOU DON’T
GET THE SAME RESULTS

14. 7. THINKING
POSITIVELY

15. 1. THINK POSITIVELY EVERY DAY
2. THIS IS YOUR COMPROMISE
3. CREATE YOUR OWN GOALS
4. TAKE CARE OF YOUR APPEARANCE

16. 8. TALK

17. 1. NOT ALWAYS THE SUCCESS HAPPENS AT
THE FIRST CONVERSATION.
2. NEVER ASK ANYTHING THAT THE ANSWER
CAN BE "NO"

18. 9. DEDICATION

19. 1. WORK WITH DEDICATION THAT THE LUCK
WILL COME
2. YOU HAVE TO BE PERSISTENT
3. DON’T GIVE UP AT THE FIRST “NO”
4. DEMONSTRATE INTEREST IN WHAT YOU
AND YOUR CUSTOMER DO

20. 10. DURING THE
NEGOTIATION

21. 1. DON’T SAY: “UNFORTUNATELY”; “HONESTLY”
AND “NO”
2. WORK WITH ETHICS
3. SHOW THE BENEFITS OF YOUR PRODUCT
4. SHOW TO YOUR CUSTOMER THAT HE IS
SPECIAL

22. 11. ATTENTION

23. 1. FOCUS ON THE FIRST THING THAT THE
CUSTOMER WILL TELL YOU
2. FAST ANSWERS ARE NOT GOOD
3. BE AWARE OF EACH HISTORY
4. ATTENTION TO EMOTIONAL ANSWERS

24. 12. IMPACT
QUESTIONS

25. 1. ASK USING THESE WORDS: “MEANING” AND
“IMPORTANCE”
2. CREATE INTELLIGENT SCENARIOS AND ASK
CUSTOMER'S OPINION
3. THE ANSWERS OF YOUR QUESTIONS MUST BE
CREATIVE
4. BE DIRECT
5. CREATE FINAL QUESTIONS

26. 13. TAKE CARE OF
YOUR WEEK

27. 1. BEGIN YOUR WEEK WITH A GREAT
NEGOTIATION
2. LEARN SOMETHING NEW EVERY DAY
3. FINISH YOUR WEEK WITH GREAT RESULTS
AND BEGIN THE NEXT BETTER

28. 14. YOUR OWN
MISSION

29. 1. WHAT YOU DO
2. HOW YOU CAN HELP OTHER PEOPLE
3. WHAT YOU HAVE TO DO TO LEARN NEW
THINGS
4. HOW YOU WILL DO YOUR ACTIVITIES TO
ACHIEVE YOUR GOALS

30. 15. MISTAKES

31. 1. DO YOU THINK THAT YOUR QUESTIONS ARE
GOOD?
2. HAVE YOU BEEN PAYING ATTENTION TO
THE CUSTOMER?
3. DON’T THINK THAT YOU KNOW ALL THE
ANSWERS
4. HAVE YOU NOTICED THE REAL
NECESSITIES?

32. 16. PERFECT
APPROACH

33. 1. DON'T TALK ABOUT MANY THINGS AT THE
SAME TIME
2. FIND OUT WHO IS RESPONSIBLE TO DECIDE
3. DON'T TELL "I AM SORRY" DURING THE
NEGOTIATION
4. YOUR IMAGE WILL BE BUILT IN THE FIRST 5
MINUTES

34. 17. CONVINCE

35. 1. BE PREPARED
2. KEEP THE OTHER PART INVOLVED
3. CREATE A LONG RELATIONSHIP

36. 18. SEARCH

37. 1. YOU NEED TO BE ALWAYS HAPPY
2. LEARN SOMETHING SPECIAL ABOUT
CUSTOMER’S LIFE
3. HAVE YOU PERCEIVED THE CUSTOMER'S
HUMOR?
4. CREATE SOLUTIONS FOR CURTOMER’S
PROBLEM

38. 19. FIND OUT THE
OBJECTIONS

39. 1. THE NEGOTIATION STARTS WHEN THE
CUSTOMER SAYS "NO“
2. DON'T ACCEPT "NO" AS AN ANSWER
3. FIND OUT THE REAL OBJECTION
4. YOU SHOULD STUDY AND PRACTICE YOUR
POTENTIAL

40. 20. WHY DO
CUSTOMERS SAY
“NO”?

41. 1. THEY HAVE DOUBTS
2. OTHER PEOPLE THAT DECIDE
3. YOU WEREN’T PREPARED

42. 21. SIGNALS OF
GOOD
NEGOTIATION

43. 1. CUSTOMER LIKES YOUR PROPOSE
2. CUSTOMER TELLS YOU TO REPEAT SOME
IMPORTANT THINGS
3. CUSTOMER WANTS TO KNOW MORE ABOUT
YOU OR YOUR COMPANY
4. CUSTOMER LIKES YOUR ARGUMENTATION

44. MARCELO
TEIXEIRA
https://www.linkedin.com/i
n/marcelo-teixeira-
2797b4144/
THANK YOU