logging in or signing up Effective Sales Negotiation molla Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 713 Category: Business & Fin.. License: All Rights Reserved Like it (1) Dislike it (0) Added: August 04, 2010 This Presentation is Public Favorites: 1 Presentation Description No description available. Comments Posting comment... By: pmp.instructor (3 week(s) ago) Nice approach Saving..... Post Reply Close Saving..... Edit Comment Close By: ppp333 (7 month(s) ago) thank Saving..... Post Reply Close Saving..... Edit Comment Close By: mrwise (12 month(s) ago) thanks Saving..... Post Reply Close Saving..... Edit Comment Close By: luckyimran1 (14 month(s) ago) Pls mail your excellent ppt on akhtarimransiddiqui@gmail.com. Regards Imran Akhtar Saving..... Post Reply Close Saving..... Edit Comment Close By: drneetasuhag (15 month(s) ago) Pls mail your excellent ppt on drneetasuhag@yahoo.com. Regards NS Saving..... Post Reply Close Saving..... Edit Comment Close loading.... See all Premium member Presentation Transcript Slide 1: Effective Sales Negotiation Slide 2: Sales & Marketing Marketing : Profit Through Customer Satisfaction Sales: Profit Through Sales Volume Slide 3: Area of Discussion Pre-Requisite of a Sales Person Customer Interaction Model of Negotiation Slide 4: Pre Requisite of A Successful Sales Person Slide 5: 1. Knowledge Technical/Commercial Company , Products & Achievements Customers Slide 6: 2. Communication Skills Verbal Non Verbal Listening Slide 7: 3. Administrative Skills Organizing Planning & Prioritizing Coordinating Slide 8: 4. Strategies “Game Plan” Sensing Customer Reactions Understanding Customer Type Questioning Techniques Call Control Handling Complaints & Dissatisfied Customer Managing Customer Perception & Expectations Evolving Solutions Slide 9: Interpersonal Skills Perception Management - Personal Appearance - Grooming - Presentation (Self) Attributes & Qualities 5. You Factor Slide 10: Customer Interaction Slide 11: Four Customer Attitudes A customer’s attitude toward your product generally falls into one of these four categories. Acceptance : Customer agrees with your benefits and has no negative feelings toward your product. Skepticism : Customer is interested in a particular benefit, but doubt whether your product can really provide the benefit. Indifference : Customer shows a lack of interest in your product because of no perceived need for its benefits. Objection : Customer displays opposition to you product. Slide 12: The Rights of your customers Good business practice acknowledges that customers do have certain rights which include: The right to receive accurate and relevant information about your product/service. The right to assistance, co-operation and support while you interact with them. The right to expect “value for their money”. Evaluate your range of service without any pressure from you Pay with any financial instrument within the options offered by your organization Slide 13: Benefit Serving the requirement Pride Professionalism Standardization Business Development Price Benefit ( Relative) Imitation (Impression/Reproduction) Brand Image Reducing Tension Imitation Fear Pleasure Interest of the concern person ETC, Reasons Why People Buy From You : Slide 14: No Trust No Help No Hurry Committed to others No Benefit Interest of the concern person Reasons Why People not Buy From You : Slide 15: Important Elements in Customer Interaction 1. Take a personal interest in your customers 2. Don’t lost your temper 3. Be tactful 4. Be neat and well dressed 5. Avoid discussing personal matters. 6. Avoid using jargons (slang) 7. Be punctual 8. Be courteous 9. Avoid gestures or negative body language. Slide 16: Probing The Objectives of Probing (investigating) is to : State a product benefit. Tell the customer what he or she needs. Uncover customer needs that can be supported by product benefits. Slide 17: Probing There are two types of probes -Open & Closed Open Probes - A question or statement that encourages the customer to speak freely about a topic of his or her choosing - Stimulates the customer expand on something already stated. Closed Probes - A question that steers (guide) the sales conversation to a specific topic of your choosing - Limits customer to respond. Slide 18: Model of Negotiation Slide 19: Types Of Customers Customers can be classified into three broad categories Customers who know what their wants are and know how to satisfy them Customers who know what their wants are but do not know how to satisfy them Customers who don’t feel any need Slide 20: Customers who Know what their Needs are & Know How to Satisfy Them Model Strategy Attend to the customer Understand/Identify the needs of the customer Offer right & relevant solutions Close the transaction Negotiation Slide 21: Customers who Know what Their Needs are but Do Not Know how to Satisfy Them Model Strategy Attend to the customer Understand/create the needs of the customer Offer right & relevant solutions with options And make your recommendations Close the transaction Negotiation Slide 22: Customers who don’t feel any need Attend to the customer Understand/identify/create a need Generate sufficient interest by providing Information & Help the customer To evaluate your offer Yes Get consensus on their need No Offer right and relevant Solutions Keep doors open Close for a commitment and complete the transaction Slide 23: Forbidden Phrases Often one might make statements that will leave the client with a negative perception. I don’t know Remedy : I’ll Find Out We can’t do that Remedy : Tell them what you can do. You have to …. Don’t start with “no” Just a second ... Remedy : You need to Remedy : Be positive in your conversation Remedy : Tell the client what you are doing. Slide 24: PLEASE REMEMBER TO ... 1. Be PROMPT and REGULAR in attendance. 2. Enter into any discussion ENTHUSIASTICALLY. 3. SHARE FREELY your experience. 4. ALLOW and Encourage others to contribute. 5. LISTEN ATTENTIVELY and take ACCURATE notes. 6. ASK questions when you don’t understand. 7. APPRECIATE the other person’s point of view. 8. Provide CONSTRUCTIVE feedback and receive the same WILLINGLY. 9. Keep Confidences and assume other will. 10.CONFINE your discussion to the topic. 11.PRACTISE learned skills ON THE JOB. 12. Close the transaction. Slide 25: Thank You Negotiation Consideration : Negotiation Consideration 1. have an alternative - negotiate with freedom of choice 2. negotiate when the sale is conditionally agreed, not before (if buying the opposite applies) 3. aim high 4. let the other side go first 5. list all of the other side's requirements before negotiating 6. trade concessions - don't give them away 7. keep the whole picture in your mind 8. prepare and keeping looking for variables (tradable concessions for both sides) 9. keep accurate notes 10. summarize and clarify the negotiation as you go You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
Effective Sales Negotiation molla Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 713 Category: Business & Fin.. License: All Rights Reserved Like it (1) Dislike it (0) Added: August 04, 2010 This Presentation is Public Favorites: 1 Presentation Description No description available. Comments Posting comment... By: pmp.instructor (3 week(s) ago) Nice approach Saving..... Post Reply Close Saving..... Edit Comment Close By: ppp333 (7 month(s) ago) thank Saving..... Post Reply Close Saving..... Edit Comment Close By: mrwise (12 month(s) ago) thanks Saving..... Post Reply Close Saving..... Edit Comment Close By: luckyimran1 (14 month(s) ago) Pls mail your excellent ppt on akhtarimransiddiqui@gmail.com. Regards Imran Akhtar Saving..... Post Reply Close Saving..... Edit Comment Close By: drneetasuhag (15 month(s) ago) Pls mail your excellent ppt on drneetasuhag@yahoo.com. Regards NS Saving..... Post Reply Close Saving..... Edit Comment Close loading.... See all Premium member Presentation Transcript Slide 1: Effective Sales Negotiation Slide 2: Sales & Marketing Marketing : Profit Through Customer Satisfaction Sales: Profit Through Sales Volume Slide 3: Area of Discussion Pre-Requisite of a Sales Person Customer Interaction Model of Negotiation Slide 4: Pre Requisite of A Successful Sales Person Slide 5: 1. Knowledge Technical/Commercial Company , Products & Achievements Customers Slide 6: 2. Communication Skills Verbal Non Verbal Listening Slide 7: 3. Administrative Skills Organizing Planning & Prioritizing Coordinating Slide 8: 4. Strategies “Game Plan” Sensing Customer Reactions Understanding Customer Type Questioning Techniques Call Control Handling Complaints & Dissatisfied Customer Managing Customer Perception & Expectations Evolving Solutions Slide 9: Interpersonal Skills Perception Management - Personal Appearance - Grooming - Presentation (Self) Attributes & Qualities 5. You Factor Slide 10: Customer Interaction Slide 11: Four Customer Attitudes A customer’s attitude toward your product generally falls into one of these four categories. Acceptance : Customer agrees with your benefits and has no negative feelings toward your product. Skepticism : Customer is interested in a particular benefit, but doubt whether your product can really provide the benefit. Indifference : Customer shows a lack of interest in your product because of no perceived need for its benefits. Objection : Customer displays opposition to you product. Slide 12: The Rights of your customers Good business practice acknowledges that customers do have certain rights which include: The right to receive accurate and relevant information about your product/service. The right to assistance, co-operation and support while you interact with them. The right to expect “value for their money”. Evaluate your range of service without any pressure from you Pay with any financial instrument within the options offered by your organization Slide 13: Benefit Serving the requirement Pride Professionalism Standardization Business Development Price Benefit ( Relative) Imitation (Impression/Reproduction) Brand Image Reducing Tension Imitation Fear Pleasure Interest of the concern person ETC, Reasons Why People Buy From You : Slide 14: No Trust No Help No Hurry Committed to others No Benefit Interest of the concern person Reasons Why People not Buy From You : Slide 15: Important Elements in Customer Interaction 1. Take a personal interest in your customers 2. Don’t lost your temper 3. Be tactful 4. Be neat and well dressed 5. Avoid discussing personal matters. 6. Avoid using jargons (slang) 7. Be punctual 8. Be courteous 9. Avoid gestures or negative body language. Slide 16: Probing The Objectives of Probing (investigating) is to : State a product benefit. Tell the customer what he or she needs. Uncover customer needs that can be supported by product benefits. Slide 17: Probing There are two types of probes -Open & Closed Open Probes - A question or statement that encourages the customer to speak freely about a topic of his or her choosing - Stimulates the customer expand on something already stated. Closed Probes - A question that steers (guide) the sales conversation to a specific topic of your choosing - Limits customer to respond. Slide 18: Model of Negotiation Slide 19: Types Of Customers Customers can be classified into three broad categories Customers who know what their wants are and know how to satisfy them Customers who know what their wants are but do not know how to satisfy them Customers who don’t feel any need Slide 20: Customers who Know what their Needs are & Know How to Satisfy Them Model Strategy Attend to the customer Understand/Identify the needs of the customer Offer right & relevant solutions Close the transaction Negotiation Slide 21: Customers who Know what Their Needs are but Do Not Know how to Satisfy Them Model Strategy Attend to the customer Understand/create the needs of the customer Offer right & relevant solutions with options And make your recommendations Close the transaction Negotiation Slide 22: Customers who don’t feel any need Attend to the customer Understand/identify/create a need Generate sufficient interest by providing Information & Help the customer To evaluate your offer Yes Get consensus on their need No Offer right and relevant Solutions Keep doors open Close for a commitment and complete the transaction Slide 23: Forbidden Phrases Often one might make statements that will leave the client with a negative perception. I don’t know Remedy : I’ll Find Out We can’t do that Remedy : Tell them what you can do. You have to …. Don’t start with “no” Just a second ... Remedy : You need to Remedy : Be positive in your conversation Remedy : Tell the client what you are doing. Slide 24: PLEASE REMEMBER TO ... 1. Be PROMPT and REGULAR in attendance. 2. Enter into any discussion ENTHUSIASTICALLY. 3. SHARE FREELY your experience. 4. ALLOW and Encourage others to contribute. 5. LISTEN ATTENTIVELY and take ACCURATE notes. 6. ASK questions when you don’t understand. 7. APPRECIATE the other person’s point of view. 8. Provide CONSTRUCTIVE feedback and receive the same WILLINGLY. 9. Keep Confidences and assume other will. 10.CONFINE your discussion to the topic. 11.PRACTISE learned skills ON THE JOB. 12. Close the transaction. Slide 25: Thank You Negotiation Consideration : Negotiation Consideration 1. have an alternative - negotiate with freedom of choice 2. negotiate when the sale is conditionally agreed, not before (if buying the opposite applies) 3. aim high 4. let the other side go first 5. list all of the other side's requirements before negotiating 6. trade concessions - don't give them away 7. keep the whole picture in your mind 8. prepare and keeping looking for variables (tradable concessions for both sides) 9. keep accurate notes 10. summarize and clarify the negotiation as you go