SALES & Negotiation to achieve 10x sales

PPT ON SALES AND NEGOTIATIONS

1. RASHIDA AK BURHANPURWALA Trainer | Business Coach | Career Counsellor | Motivational Speaker | Women – Entrepreneur EMAIL: [email protected] Rizerz Professional Training Academy ®

2. IMPORTANCE OF SALES IN BUSINESS From where does the cash flow comes in your Business ??

3. QUALITIES OF SALESMANSHIP ESSENTIAL IN ENTERPRENEURS Sales Pitch Positive attitude & Positive thinking Communication skills Patient listening Go- getter attitude Never taking it personally Respecting an individuals value & Belief Not indulging in Gossip Never telling a Lie Never Blaming anyone

4. QUALITIES OF SALEMANSHIP ESSENTIAL IN ENTERPRENEURS Knowing your own worth Never running away from situations / Never believing in short cuts Moving ahead of the Past Managing Time Being Humorous Being a Man of character Compete with own self and others

5. Customer centric approach in Sales Premium Sales Approach Product Sales Approach Network Sales Approach Prescriptive Sales Approach

6. Sales Strategy – 1 Establish Rapport

7. Ingredients Of Trust

8. trust equation TRUST EQUATION

9. 5 – Step , NLP SALES PROCESS COMMUNICATION

10. 5 – Step , NLP SALES PROCESS ELEMENTS OF RAPPORT

11. 5 – Step , NLP SALES PROCESS MIRRORING ( VOICE, BREATHING, CHUNK SIZE)

12. 5 – Step , NLP SALES PROCESS STEP 2 – ASK QUESTIONS

13. 5 – Step , NLP SALES PROCESS STEP 2 – ASK QUESTIONS

14. 5 – Step , NLP SALES PROCESS Step – 3 ESTABLISH VALUE Identify need or an opportunity Establish the value , the solution holds Linking the need or opportunity to the solution Use anchors , conditional close and tag questions.

15. 5 – Step , NLP SALES PROCESS Step 4 – Close the Sale The Blank order close The alternate choice Ben Franklin Balance sheet close Involve other People who are decision makers with the permission of the buyer in the conversation and present a combine proposal which also makes them feel good and special Shut up ( Problem Solving Technique – Isolate the Problem – Solution ex : washing the clothes of babies after they pee , solution : Diaper

16. While closing there are 2 major things

17. Step 5 – Objections handling Ignore the first objection like I don’t have Money, time , or I don’t believe you, this will not work for me Add how much time can be saved instead of second objection Add value instead of 3 rd objection Steps : Listen carefully Act a little bit surprised Smoke out real Objection/ False Objection/ repeat Mirroring & above procedures to add value ex : if Customer says I don’t have time , tell them we can do the installation at night or weekends.

18. Objections can be broadly classified into 2 cateories Genuine Excuse / Stall ( Has Originated out of Self defense) Qualities for Objection Handling Excellent Product Knowledge, Positive attitude , Willing to Listen, creative & Innovative, willing to help, persistence

19. Techniques of Objection Handling “ Yes” But ‘ Technique Probing / Digging Technique Boomerang Technique Overriding Technique

20. Some I ngenuine excuse How to counter. I have never Purchase or impulse or during first visit – ( show Testimonials ) Business is slow right now – suggest small quantity It is expensive - Suggest Features and add value Speak to some relative or Partner ( offer Presenting to decision maker ) I am not available for delivery ( Go for it )

21. 8 – Sales Opening Strategies Introduction Appreciation Set agenda & Expectation Share why, this Agenda is going to help ( success story) Request no Interruption Request to invite other Decision makers Take permissions for questions A cknowledge

22. 10 – Closing Strategies Consultative / Educative Sales Hero in sales Sandles Sales Method Create Price Uncertainty Sales Ketting Multiple Product Stacking The 333 Formula The importance of value creation Ways to find Customers Sales funnel creation

23. What things should be avoided during sales Over education about the Product or no information about the Product. Missing of Business unique (USP) / Differentiators Incorrect Positioning Religious subjects, Political Subjects, Controversial & Sensitive Topics Strong Personal Remarks

24. Negotiations Prepare Keep communication clear Don’t get personal Build rapport Understand the relevance of Power , time and information Don’t go first Never make the first deal Listen more talk less Never make quick deal Avoid rookies regret

25. Negotiations Watch out for the salami effect Never disclose the bottom line Use the Power of magical ask Use factor juggling to your advantage Always back position with explanations Negotiate with the right party Employ relationship closing Prepare to walk away