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How to sell a refrigerator to an eskimo

Mihir Shah, Senior Manager, Learning & Development, HDFC AMC

imgbd HDFC MF's LEAP Certification program covers six engaging modules (Click here to know more) which have been well received by IFAs who have participated in this unique training program. Mihir takes us through the third program, which helps you hone your negotiation skills and guides you to adopt a win-win approach towards right selling.

How To Sell A Refrigerator To An Eskimo!

In this module which is a full day program, you will learn all about Art of Negotiation-after all how can one sell refrigerator to an Eskimo? No two negotiations are the same. The parties, the issues and the stakes involved vary, and each deal must be approached uniquely.

Learn the basics of Negotiaition which include:

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You will consider how each of these elements affects the process and how each is prioritized.

This Program will equip you with strategies and tactics used world wide-and how to counteract each of these when you come across them, with help of fun role-plays and interesting case studies.

Objectives of the Program

On completion of the program, the participants will be able to :

  1. Know the difference between selling and negotiating.What is Negotiation-and understand types of negotiation and key concepts around it.

  2. Plan Individual/personal Negotiation approach and anticipate variations to achieve win-win situation,as no two or more parties involved,things on stake or conditions /relationship factors are same.

  3. Evaluate between a good and bad negotiation deal-using Stephen Covey's Habit no.4 :Think win-win matrix ,whether or not it's a good choice to go ahead with result post negotiation.

  4. Avoid making common mistakes while negotiating-did you just over commit inorder to get the deal,or did you fail to consider issues critically concerning other party, and many more.

  5. Practice Negotiation -using people skills and various tactics and strategies-and counteract response.

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Content is prepared by Wealth Forum and should not be construed as an opinion of HDFC Mutual Fund.



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