Published on April 23, 2014
HIGH PERFORMANCE SELLING SELLING & NEGOTIATION 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 SIMPLE SELLING A .K. A ONE CALL SELLING
D E S I R EINTERESTATTENTION A C T I O N A I DA M O D E L A ADI GET THE PERSONS ATTENTION AROUSETHERE INTERESTBY SHOWINGFEATURES AROUSETHERE INTERESTBY SHOWINGBENEFITS 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 NO NEED TO SEE T HE PROSPEC T AIDA MODEL IT WORKS IN D2D SALES VERY SIMPLE IT WORKS IN RETAIL VERY QUICK ITS TO THE POINT S 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 PAY 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 HOWMUCHCUSTOMER ISREADYTOPAYTO SATISFYHISNEED
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 -LITY PLANS FOR THE FUTURE
A B C T H E O R Y O R G A P A N A LY 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 PA 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 OT I VATO R V/ S S O F T M OT I VATO R HOW MUCH MORE MONEY TO MAKE HOW MUCH MORE NEED TO CUT TO SAVE EXPECTED AMOUNT OF MONEY C 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 SAD QUES- -TIONS
NEED PAY OFF
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 TELLING IS NOT SELLING THE PERSON WHO ASKS THE QUESTIONS HAS THE POWER TO CONTROL
T D P P R M O D E L T 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
RESOURCES PEOPLE CAPITAL OPPORTUNITIES FURNITURE'S & FIXTURES ETC.
RETURN ON ENERGY PHYSICAL ENERGY EMOTIONAL ENERGY MENTAL ENERGY
RETURN ON LIFE ENJOY WHAT YOU DO HAVE GREAT STRATEGIES S E T G O A L S GOAL SETTIONG GREAT STRATEGIES SUCCESS
PERSONAL STRATEGIC PLANNING •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
STRATEGIC PLANNING MODEL
G O S P A M O D E L G APSO F i n a n c i a l F 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 priorities 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 SELLING •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 LUA 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 B U I L D S
FIVE THINGS TO INCREASE EFFECTIVENESS •ASK GOOD QUESTIONS •LISTEN ATTENTIVELY TO THE ANSWERS •PAUSE BEFORE REPLYING •QUESTION FOR CLARIFICATION •FEEDBACK
RULES OF SALES RELATIONSHIP • 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 AS PER HARVARD RESEARCH, 94% SALES ARE NON PRICE PURCHASE
ATTRIBUTES MORE IMPORTANT THAN PRICE QUALITY FOLLOW-UP SUPPORT SERVICES RESPONSIVENESS DELIVERY INSTALLATION TERMS
PEOPLE DON’T BOTHER ABOUT PRICE WHEN HIGH DESIRABILITY 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 L O O S E W I N W I N L O O S E
PREPARATION FOR NEGOTIATION
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
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