HIGH PERFORMANCE SELLINGS E L L I N G & N EG OT I AT I O N

PRESENTED BY-CHITWANT TAHALYANI

(Temporary Brian Tracy)

BY-BRIAN TRACY

ACTIONS WITH THINKING &

PLANNING IS A REASON BEHIND

EVERY GREAT SUCCESS

IF WE TALK ABOUT SELLING 20-30 YEAR AGO

SIMPLE PRODUCT

SIMPLE COSTUMER

SIMPLE OFFERING

SIMPLE SERVICES

S I M P L E S E L L I N G

A . K . AO N E C A L L

S E L L I N G

D E S I R EINTERESTATTENTION A C T I O N

A I D A M O D E L

A ADI

G E T T H E P E R S O N S

AT T E N T I O N

AROUSE THERE INTEREST BY

SHOWING FEATURES

AROUSE THERE INTEREST BY

SHOWING BENEFITS

MAKE THEM TO TAKE ACTION

S I N G L E P E R S O N T O T A L K W I T H

S I N G L E D E C I S I O N T O B E M A D E

N O N E E D T O S E E T H E P R O S P E C T

AIDA MODEL

IT WORKS IN D2D SALES

VERY SIMPLE

IT WORKS IN RETAIL

VERY QUICK

ITS TO THE POINTS I N G L E C A L L T O M A K E

S

P

I

N

S I T U AT I O N A N A LY S I S

PROBLEM IDENTIFICATION

I M P L I C AT I O N

N E E D P AY O F F

A S K L O T O F Q U E S T I O N S

CUSTOMER BUYS TO SOLVE THE PROBLEM

ASK QUESTIONS TO DISCOVER DEPTH OF

PROBLEM

HOW MUCH CUSTOMER IS READY TO PAY TO SATISFY HIS NEED

SITUATION ANALYSIS

P E R S O N A L Q U E S T I O N S : B U S I N E S S Q U E S T I O N

1 : 2

B U I L D S T H E B R I D G E

BUILD THE SALES RELATIONSHIPTO

RELATION-SHIP BONDINGT R U S T CREDIBI

-L ITY

PLANS FOR THE FUTURE

PROBLEM/NEED IDENTIFICATION

A B C T H E O R Y O R G A P A N A L Y S I S

A B C

C U R R E N T S T A T E

STEP TO GET FROM A TO C

D E S I R E D S T A T E

F I L L I N G T H E G A P

W I T H A N A LY S I S

I M P L E C A T I O N

C R I T I C A L P A R T O F S E L L I N G

W H AT W I L L B E T H E C O S T O F T H E P R O B L E M

H A R D M O T I V AT O R V / S S O F T M O T I VAT O R

HOW MUCH MORE MONEY TO MAKE

HOW MUCH MORE NEED TO CUT TO SAVE EXPECTED

AMOUNT OF MONEYC U T T H E C O S T

WOULD YOU LIKE TO MAKE MONEY

T I M E , E F F O R T , & C O S T S H O U L D B E J U S T I F I E D

SA DQ U E S --T I O N S

N E E D PAY O F F

THESE ARE THE HAPPY QUESTIONS

EXPLAIN THE BENEFITS

EXPLAIN THE SOLUTIONS

PURPOSE OF ASKING QUESTIONS

•To know the real problem•To explain implications•To develop real value to the solutions•To develop a skill of asking best questions•Best sales person ask best questions•They prepare in advance•They repeat the same thing again & again

TWO RULES OF SALES

TELL ING IS NOT SELL ING

THE PERSON WHO ASKS THE QUESTIONS HAS

THE POWER TO CONTROL

T D P P R M O D E LT RD PP

TIME

DATE

PERSON REASON

PLACE

PERSONAL SALES PLANNING•Company’s success or failure is measured by the step

called selling•Always consider yourself as a president of the company•Have a feeling of ownership while working for the

company•Always consider that you are not working for any

company. You are self employed•As per survey, only 3% employees have the feeling of self

employment even working for some other company

PURPOSE OF COMPANY'S

STRATEGIES

RESOURCES

PEOPLE CAPITAL

OPPORTUNITIES

FURNITURE'S & FIXTURES ETC. RE-ORGANIZE

R E T U R N O N E N E R G Y

PHYSICAL ENERGY EMOTIONAL

ENERGY MENTAL ENERGY

R E T U R N O N L I F E

ENJOY WHAT YOU DO

HAVE GREAT STRATEGIES

S E TG O A L S

GOAL SETTIONG GREAT STRATEGIES SUCCESS

P E R S O N A L S T R AT EG I C P L A N N I N G

•HAVE FINANCIAL INDEPENDENCE•BE IN TOP 10% OF YOUR FIELD•HAVE A TARGET OF GROWING IN THE RATE OF 25% EVERY

YEAR• INCREASE PERFORMANCE, PRODUCTIVITY & SELF WILL•ACCELERATE YOUR PLANNING:•MORE YOU PLAN, MORE YOU EARN•BUILD YOUR DESIRE, BELIEF, MOTIVATION & CONVINENECE

MOST IMPORTA

-NTLY S L O P E O F

S U C C E S S

STRATEGIC PLANNING MODEL

G O S P A M O D E L

G APSO

F i n a n c i a lF a m i l y

P e r s o n a l

List of activities

How you are going to

achieve the objective

Actions required to

achieve your goal

Organize by

pr ior ities

G O A L STRATEGIESOBJECTIVES P L A N S ACTIVITIES

MOMENTUM PRINCIPLE OF SUCCESS

THE MORE YOU WORK TOWARDS YOUR GOALS, THE

MORE MOMENTUM YOU WILL DEVELOP

RELATIONSHIP SELL ING•Relationship expert is always:•Happier• Fulfilled•makes more money•makes more sales•Have longer turnover• feels accomplished

• Today people are 100% emotional• People will do business only when they feel comfortable with you

CLIENTS WORK ON THE FRIENDSHIP FACTOR

T I M E C A R E R E S P E C T

SPEND MORE TIME WITH CLIENT TO BUILD BETTER

RELATIONSHIP

CARE FOR THEIR

PROBLEMS

RESPECT THEIR

OPINIONS

COMPANY’S REPUTATION

COMPANY’S CUSTOMERS

M O S T VA L U A B L E A S S E T F O R A C O M PA N Y

IMPORTANCE OF RELATIONSHIP IN SELLING•Relation is hard to form•Relationship is easy to maintain•Decision to buy, is a decision to enter into business marriage• Lots of alternatives are available•Give and take relationship• If you want appreciation, first give them• If you want to be admired, first admire others•Relationship is more important then product or service what

we sell

LAW OF INDIRECT EFFORTS

WE GET EVERYTHING WHAT WE DESIRE, WHETHER TO GET

DIRECTLY OR INDIRECTLY

FOUR CRITICAL FACTORS IMPACTING SALES TODAY• Sales are larger•More people are involved• Longer life of the product•Whether customer is a first timer or not

R I S K

LISTENING

R I S K

RELATIONSHIPT R U S T

M A J O R F A C T O R

B U I L D S

R E D U C E S

B U I L D S

F IVE THINGS TO INCREASE EFFEC TIVENESS

•ASK GOOD QUESTIONS•LISTEN ATTENTIVELY TO THE ANSWERS•PAUSE BEFORE REPLYING•QUESTION FOR CLARIFICATION•FEEDBACK

RU L E S O F SA L E S R E L AT I O N S H I P

• Sales began when customer says “YES”• Understand this- we don’t close sales, we open relationship• Customer expects- after sales you will give something in return• Do something to reassure the customer that they made good

decision• Send the thank you note• Give special attention after the sales• Set-up a regular call back schedule

WE CONSIDER PRICE IS THE MOST

IMPORTANT FACTOR

WE CONSIDER PRICE IS THE MOST

IMPORTANT FACTOR

O N LY 6 % O F T H E S A L E S H A P P E N O N A

P R I C E B A S I S I . E . C O M M O D I T I E S & H I G H E N D G O O D S

A S P E R H A R VA R D R E S E A R C H , 9 4 % S A L E S A R E N O N

P R I C E P U R C H A S E

ATTRIBUTES MORE IMPORTANT THAN PRICE

Q U A L I T Y

FOLLOW-UP SUPPORTS E R V I C E S

RESPONSIVENESS

D E L I V E R Y INSTALLATION

T E R M S

PEOPLE DON’T BOTHER ABOUT PRICE WHEN

H I G H D E S I R A B I L I T Y

URGENCY

SCARCITY

IDEAS FOR WINNING THE PRICE WAR

•Offer easy ownership•Offer easy problem free

relationship• Emphasis on reliability &

dependability•Be a man of the word•React quickly

•Give short delivery time•Demonstrate your knowledge•Make regular calls•Offer total product services• Explain the reason for high

price•Offer technical education

N E G O T I A T I O N

NEGOTIATION IS A TOOL WHICH SHOULD BE USED

ALWAYS LATE

PURPOSE OF NEGOTIATION

TO REACH ON AN AGREEMENT, SUCH THAT ALL THE PARTIES ARE

SATISFIED TO THE POINT THAT THEY ARE WILLING TO SHARE

THERE CONFIDENCE

RULES OF NEGOTIATION

AVOID NEGOTIATION

EXPECT PRICE RESISTANCE

SHOULD HAVE THE

AUTHORITY

DELAY NEGOTIATION

“ B U Y I N G D E S I R E S H O U L D P R E C E E D C O N C E S S I O N S ”

NEGOTIATION IS NOT

SUBSTITUTE

B A S I C S T Y L E O F N E G O T I A T I O N

NO DEAL

WIN-WIN

COMPROMISE

LOOSE

LOOSE

LOOSE WIN

WIN LOOSE

PREPARATION FOR NEGOTIATION

• Anticipate the customer position

Anticipate

• Lawyer Method

Lawyer

•20 idea method20 idea

•Ask questionResearch

QUALITIES OF GOOD NEGOTIATORS•Understand everything is negotiable• Feel free to ask for better price• Feel free to ask for better quality• Feel free to ask for better services• Future belongs to askers• Law of cause and effect•Be nicer•Be friendly & extrovert• Focus on your areas of strength

KEY NEGOTIATION TECHNIQUES

•Great negotiators ask twice as many as poor negotiators•People are persuaded more by questions then their answers•Questions give you a lead•Questions uncover flaws•Useful to reveal strategic information•Questions control the discussion•Questions give you time to think more in depth

S U M M A R I Z E• Time is the critical factor in selling & negotiation• Negotiation is the last tool of selling• Delay decisions whenever possible• Always have authority to decide the price whenever you are in negotiation• Don’t give discounts and concessions straight forward• Always go prepared very well for the presentation or negotiation• Follow lawyers & 20 idea method for preparation• Ask as many questions you can• Do follow-up

THANK YOU