By: Trevor Slater

Duration: 57:26

Every waking moment of every day we are negotiating, whether it is who is making the morning tea or when buying our first home.  As provider of financial advice, being able to negotiate is an essential part of being successful, from obtaining client needs to explaining their best options based on needs and affordability.

In this three-part masterclass attendees will explore the skills of a good negotiator and how these skills can be applied in providing financial advice as an insurance broker. 

Topics will include:

• Connecting quickly with you customer via matching behaviour
• Checking your perspective
• Listening and gathering information
• Negotiating styles and the practical application of each
• Preparing to negotiate using the interest-based model 
• Applying the skills
• Understanding what you bring to the negotiation table
• Detecting deception – recognising missing information
• Confirming the outcome and record keeping

This will run over three one-hour stand-alone webinars.