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PROFESSIONAL SELLING SKILLS
 
 

Introduction of the Host

N. Rajesh Kumar, a graduate in Commerce, has over 15 years of field experience including 5 years of handling a Profit Centre and as a Regional Manager - Sales, covering half of the country. He started his sales career at a very early age and has handled different products - Telecom, Office Automation and Computer Networking industries.

He has been conducting Training Programmes on Professional Selling Skills (PSS) for over 8 years now, based on his vast experience.

About the Class - Monthly
17th October, 2003

Lesson 13 -  Salespeople's reasons for failure:

Part - 2

Creative Approach:

A creative approach gives salespeople the competitive edge because they lead with positive and stimulating ideas.

The creative salesperson is:

- open to the views and ideas of others
- hungry for knowledge
- not discouraged by failure
- prepared to persevere in the face of opposition

Creative salespeople believe that:

- every problem creates an opportunity
- to every problem there is a solution
- making mistakes is a learning experience
- ideas are multiplied by seeking the ideas of others

Creative salespeople keep asking:

- Why am I doing it this way?
- How long shall I be doing it this way?
- Is there a better way?
- Have we tried any other way?

Before negotiating begins.

  • do not begin negotiations unless you've had an opportunity to fully present your value proposition
  • understand the objections raised up to this point in the sales process and identify what your prospect's or customer's motivation (hot buttons) may be based on these objections
  • be prepared to articulate to the prospect or customer how your product or service will be used by them and quantify what value they'll receive
  • be certain you're dealing with a person with the authority to negotiate and make decisions
  • adopt the right negotiating attitude.
    • be confident in the value your product or service will return
    • be prepared to be patient which will lead to higher trust
    • be prepared to work towards a true win/win solution
  • know in advance at what point the agreement is no longer beneficial to you and your company and be prepared to walk away 
During negotiation.
  • use open-ended questions to confirm your understanding of their needs
  • state your understanding of how the prospect or customer will benefit from your product or service-confirm this is accurate
  • be prepared for tactical responses from prospects and customers. whether it's the flinch following your price quote or silence. don't react, instead respond with more questions
  • listen
  • do not rush to fill pauses. be comfortable with moments of silence
  • be prepared to change the value proposition to support price concessions. support your price integrity by adjusting the overall value (change delivery times, follow up, service period, etc.)
  • seek to identify agreement on small items to help develop momentum to the negotiation. summarize these agreements periodically
  • take notes to demonstrate your commitment to the negotiation and to help you find opportunities to summarize the smaller agreements verbally to the prospect or customer
After the negotiation. 

If agreement is reached.

  • summarize verbally and/ or in writing the agreement for all appropriate parties
  • thank the customer or prospect for their time and reinforce the purchase decision
  • for your next negotiation, review the points that seemed to help move the negotiation process forward... study them... know them... use them if no agreement is reached.
  • sincerely thank the prospect or customer for their time and commitment to the process
  • give the prospect or customer an "out"... this is an opening for them to come back to you and your company in the future
  • for your next negotiation, review the points that seemed to prevent the negotiation from moving forward... study them... know them... use them
If no agreement is reached.
  • sincerely thank the prospect or customer for their time and commitment to the process
  • give the prospect or customer an "out"... this is an opening for them to come back to you and your company in the future
  • for your next negotiation, review the points that seemed to prevent the negotiation from moving forward... study them... know them... use them

Queries on this lesson?
Mail us at onlinesellingskills@sitagita.com

or write to us Onlinesellingskills, Sitagita Com Ltd.,
47, Chamiers Road, Chennai - 600 028.

Courtesy: Institute of PSS, No.14-A, Natesan Nagar,
Alapakkam Main Road, Chennai - 600 116. Tel: 044-476 7299 Mobile: 98400-40444