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08 selling skills & negotiation techniques

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08 selling skills & negotiation techniques

  1. 1. Selling Skills & Negotiation Techniques
  2. 2. Selling Skills • Essentially there are 13 building blocks to getting sure-fire selling results over and over again. • The more you sharpen your selling skills in these 13 essential areas, the more likely you'll achieve the success you're striving for. • These building blocks can be put into a Success Pyramid that focuses on the importance of the various factors in determining success in closing deals. Trainings by Vidya Bhagwat
  3. 3. Selling Skills • In addition to these building blocks, there are 8 basic skills that can help you master the art of salesmanship – Researching Prospects – Planning Meetings – Creating Rapport – Asking Questions – Listening Actively – Presenting Solutions – Asking for Commitment – Building Relationships Trainings by Vidya Bhagwat
  4. 4. Types of Sales professionals • The Rejection Dreader Trainings by Vidya Bhagwat • The Militant Closer • The Sales Scholar • The Phony • The Overcooked Casualty • The Professional
  5. 5. Introduction to SPIN Selling Trainings by Vidya Bhagwat • Situation Questions • Problem Questions • Implication Questions • Need-payoff Questions
  6. 6. Negotiation Techniques Definition: • Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument. • In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Trainings by Vidya Bhagwat
  7. 7. The Top 10 Successful Negotiation Techniques • Know what you REALLY want • Know your opposition • Consider the impact of timing and method of negotiation • Prepare your presentation - point by point • Anticipate reactions, objections and responses Trainings by Vidya Bhagwat
  8. 8. The Top 10 Successful Negotiation Techniques • Structure your presentation to ensure agreement on one or two points at the beginning of the negotiation • Determine paybacks and consequences for each party in the Trainings by Vidya Bhagwat negotiation • Prepare options rather than ultimatums • Get comfortable with silence • Close all negotiations by clearly outlining agreement
  9. 9. ASSIGNMENTS: 1. Using the basic selling skills try to market any innovative product to your classmates. 2. How would you sell a luxury car using the SPIN Selling Trainings by Vidya Bhagwat Model? 3. Consider a situation where in an employer is trying to introduce salary cuts across the organisation. Enact the situation and try to negotiate in a win-win manner.
  10. 10. Trainings by Vidya Bhagwat

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