1. Selling and Negotiation Skills
SELLING SCENARIOS

2. Selling Scenarios Superior Customers Client Peers Sales person
Office peer
Subordinates

3. Selling to Customers What is gained Revenue Trust Goodwill Products
What is sold
Whom to sell
Products
Services ( Information related)
Concepts( Quality Techniques)
Solutions
Individuals
Companies/ Buyer Teams
What is gained
Revenue
Trust
Goodwill
Info

4. Selling to Subordinates
What is sold?
Whom to sell
Ideas
Targets
Tasks
Jobs
Careers
The Department
The Policies
Direct subordinates
Other subordinates
What is gained
Followers
Leading teams
This activity is called
Motivation

5. Selling to Superiors (Immediate)
What is sold
Whom to sell
Oneself and one’s competency
Trust
Credibility
Immediate superior
Superior of a client or customer
What is gained
Promotion
Position
More responsibility
Enhanced benefits and
privileges
This activity is also called
Creating Faith
(Sell an incentive scheme)

6. Selling to Superiors (very senior)
What is sold
Whom to sell
Your own very superior
Higher Superior of a client or customer
One’s competency
Trust
Credibility
Ideas
What is gained
Visibility in the Co.
Prestige
More responsibility
Enhanced benefits and
privileges

7. Selling Ideas
Ideas are proposal that will generate some visible benefits
Bosses oppose it because they will be held responsible for its implementation

8. Selling Ideas-2 Technique is to reduce the risk
Implement it in small scale
Show the successful implementation of Idea
Get top management support.
Eg: Sales force automation- an idea that will improve efficiency in Sales

9. Selling to Peers

10. Selling to Peers Credibility Cooperation Oneself and one’s status
What to sell
Whom to sell
Credibility
Cooperation
Oneself and one’s status
Faith and Trust
Besides the Company’s products and services
Your own peers
Your clients peers
In the case of Complex Systems- Stakeholders who are non technical.

11. What is Peer to Peer selling
A Kid selling his things to another Kid
( Answers.com)
A peer is someone who is your equal.
Eg., Two customers are peers; Another member of your own team is your peer, people of the same rank, social standing, etc

12. Selling Sales persons need to add more than just
Discover ( the problem and “Pain”)
Present ( the Solution, Benefit)
Price
The Sales person needs to be credible also

13. Selling to Non technical Buyers
Sales Person must convert:
Operational features and Functionality
Benefits
Selling an
sport kit
A compelling Value Proposition
Selling health club
subscription

14. Characteristic of a Peer
A Peer has all the information beforehand
Sales person will not provide information that is neutral
The Sales Person has to correct this perception of the Peer

15. Sales Process to follow
Information: Related to Product features, generic benefits, and proper use of the product.
Confirmation: Customer has a desire to check validity of the claim
Verification; A product will do the job that it promises to do

16. Information The Sales Person must ensure that the Peer has information
- Provided by the Right source
Presented in the Right order
Is Relevant to the Customer
Is presented in the context in which the customer is RECEPTIVE
Is CREDIBLE and authentic

17. How people seek objective experience
Thru Direct experience with Product
Experience of Peers of the Customers
Experts experience
Scientific Journals and Literature
Independent rating and Opinions

18. Some Techniques
Word of Mouth: This is a powerful method which a salesman can use to influence customers using his peers.
References are given, the customer is asked to refer to them
In Industrial Selling Customer Companies regularly insist on successful executions

19. Some selling Techniques
Peer group meetings: The sales person calls a group of prospects and also people who have used the company’s products and conduct a panel discussion. Successful Users share their experiences.
Common to Pharma selling

20. Some Techniques Free Trials and Demonstrations
Auto Industry: Test drives, demo cars

21. Selling and Negotiation Skills
Important selling skills

22. Myths of Selling Myths about selling
Myths of selling: There are various myths about selling process which needs to be cleared for a sales person.
Buyers are liars
Anyone can be persuaded to buy
In buying decision, price is the primary reasons
A technique that works well for one person will work for everyone
Close the sales as soon as possible
The deal can be closed at any price
Cont….

23. Critical Selling skills
Managing the Buyer/Seller Relationship
Sales Call Planning
Sales Questioning Skills
Sales Presentation Skills
Gaining Commitment

24. Critical Selling Skills

25. Buyer Seller Relationships
All customers make Five Sequential Buying Decisions. These decisions are usually made in the following order.
Salesperson
Product
Company
Price
Time to Buy

27. 5 Buying Questions Am I buying from the right Sales person?
Am I buying from the right Company?
Am I buying the product that meets my needs?
Is the Price right?
Is it the right time to buy?

28. Customers don’t buy---
Fact: 82% of sellers are out-of-sync with the buyer.
Customers will find reasons not to buy when your presentation is out of sync with their buying decisions.
Customer's resistance - could be due to the sequence of presentation.

29. Customer’s Buying Decisions
Customers will find reasons not to buy when your presentation is out of sync with their buying decisions.
To increase your chances of sales success, you must sequence your sales presentation to follow each decision your customer is making.
When you do, you'll sell the customer on each buying decision.
This is exactly how professional salespeople orchestrate their sales calls.

30. Sales Call Planning

31. Commitment Objective
"A goal we set for ourselves to gain agreement from our customer that moves the sales process forward."

33. Open Ended questions
Ask open-ended questions that begin with "What", "How", and "Why". For example:
"What have you used in the past?"
"How was it implemented?"
"Why did you decide on that?"
The objective is to discover which problem does the customer face and the urgency of the problem

34. Leverage Questions
Ask a leverage question to confirm your hunch and clarify the situation. For example:
"How has this problem affected you and your company?"
"What are the consequences if this problem continues?"
"How are your customers affected?"

35. FACT: 95% of Salespeople Talk Too Much and Listen Too Little
Presentation skills
FACT: 95% of Salespeople Talk Too Much and Listen Too Little

36. Sales Presentation
The sales presentation is focused on specific, high-priority needs and is given when the customer is ready to hear it - after trust and rapport has been established.

37. Commitment
FACT: 62% of Salespeople Fail to Ask for Commitment

38. The Commitment Objective
Your Commitment Objective must be something you want the customer to agree to do. The Commitment Objective is not always to "get an order". 

39. Asking for commitment
The commitment must be for something that will move the sales process forward and bring you closer to the ultimate goal.
You must not only plan to gain such a commitment, you must ask for it - in every call you make.