HI GH P E RFO RM ANC E SE LL ING

S E L L I N G & N E G O T I AT I O N
BY-BRIAN TRACY

PRESENTED BY-
CHITWANT TAHALYANI
(Temporary Brian Tracy)
 ACTIONS WITH
THINKING &
PLANNING IS A
REASON BEHIND
EVERY GREAT SUCCESS
 IF WE TALK ABOUT
SELLING 20-30 YEAR AGO
SIMPLE
SIMPLE SELLING
P RO D U C T

SIMPLE
S E RV I C ES

SIMPLE
A.K.A CO ST U M E R
ONE CALL
SIMPLE
SELLING OFFERING
 AIDA MODEL

A I D A

ATTENTION INTEREST DESIRE ACTION

GET THE AROUSE THERE AROUSE THERE

MAKE THEM TO
PERSONS INTEREST BY INTEREST BY
TAKE ACTION
AT T E N T I O N SHOWING FEATURES SHOWING BENEFITS
 S I N G L E P E R S O N T O T A L K W I T H AIDA MODEL

VERY SIMPLE

SINGLE DECISION TO BE MADE

VERY QUICK

ITS TO THE POINT

SINGLE CALL TO MAKE

IT WORKS IN RETAIL

IT WORKS IN D2D
NO N EED TO SEE THE PROSPECT
SALES
 S I T U AT I O N ASK LOT OF
A N A LY S I S QUESTIONS
S
PROBLEM CUSTOMER BUYS TO
P IDENTIFICATION SOLVE THE PROBLEM

ASK QUESTIONS TO
I I M P L I C AT I O N DISCOVER DEPTH OF
PROBLEM
N
HOW MUCH CUSTOMER
N E E D PAY
IS READY TO PAY TO
OFF SATISFY HIS NEED
SITUATION ANALYSIS
 PLANS
RELATION CREDIBI
TRUST BONDING FO R T H E
-SHIP -LITY
FUTURE

PERSONAL QUESTIONS : BUSINESS QUESTION

1 : 2

BUILDS THE BUILD THE SALES

BRIDGE TO RELATIONSHIP
PROBLEM/NEED IDENTIFICATION
 A B C T H E O R Y O R G A P A N A LY S I S

A B C
CURRENT STEP TO GET DESIRED
S TAT E FROM A TO C S TAT E

FILLING THE GAP

W I T H A N A LY S I S
I M P L E C AT I O N
 C R I T I C A L PA R T W H AT W I L L B E T H E C O S T
OF SELLING OF THE PROBLEM

H A R D M O T I V AT O R V / S S O F T M O T I V AT O R

HOW MUCH MORE MONEY WOULD YOU LIKE TO MAKE

TO MAKE SAD MONEY

HOW MUCH MORE NEED TO QUES-

CUT TO SAVE EXPECTED CUT THE COST
AMOUNT OF MONEY -TIONS
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
N E E D PAY O F F
THESE ARE EXPLAIN THE
THE HAPPY SOLUTIONS
QUESTIONS

EXPLAIN THE
BENEFITS
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

THE PERSON WHO

TELLING ASKS THE
IS NOT QUESTIONS HAS
THE POWER TO
SELLING CONTROL
 TDPPR MODEL
T D P P R

TIME PERSON REASON

DATE 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
 Y ' S
RESOURCES
P AN
O M
C
F GI E S
E O E OPPORTUNITIES
S RA T
O
RP ST
PU
PEOPLE CAPITAL
IZ E
A N
R G
FURNITURE'S &
E - O
FIXTURES ETC. R
 RETURN ON ENERGY

PHYSICAL
ENERGY
EMOTIONAL
ENERGY
MENTAL
ENERGY
 RETURN ON LIFE

ENJOY WHAT HAVE GREAT SET

YOU DO STRATEGIES GOALS

GOAL SET TIONG GREAT STRATEGIES SUCCESS

 P E R S O N A L S T R AT E G I C P L A N N I N G
• 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 O S P A
GOAL OBJECTIVES STRATEGIES PLANS AC T I V I T I ES

Actions How you are

Financial O rga n i ze
required to going to List of
Family
achieve your achieve the
by
Personal activities
goal objective p r i o r i ti e s
MOMENTUM PRINCIPLE OF
SUCCESS
THE MORE YOU WORK
TOWARDS YOUR GOALS, THE
MORE MOMENTUM YOU
WILL DEVELOP
 R E L AT I O N S H I P S E L L I N G
• 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

TIME CARE RESPECT

SPEND MORE CARE FOR RESPECT

TIME WITH CLIENT
TO BUILD BETTER THEIR THEIR
RELATIONSHIP PROBLEMS OPINIONS
M O S T V A L U A B L E A S S E T F O R A C O M PA N Y

COMPANY’S COMPANY’S
REPUTATION CUSTOMERS
 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 O F INDI REC T E FFO RTS

WE GET EVERYTHING
WHAT WE DESIRE,
WHETHER TO GET
DIRECTLY OR INDIRECTLY
FOUR CRITICAL FACTORS IMPACTING SALES TODAY
• Sales are larger RISK
• More people are involved
• Longer life of the product MAJOR
FAC TO R
• Whether customer is a first timer or not

BUILDS BUILDS
LISTENING TRUST RELATIONSHIP

E S
U C
RISK E D
R
 F I V E T H I N G S TO I N C R EA S E
E F F EC T I V E N E S S
•ASK GOOD QUESTIONS
•LISTEN ATTENTIVELY TO THE ANSWERS
•PAUSE BEFORE REPLYING
•QUESTION FOR CLARIFICATION
•FEEDBACK
 R U L E S O F S A L E S R E L AT I O N S H I P
• 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 A S P E R H A R VA R D
IMPORTANT FACTOR RESEARCH, 94%
SALES ARE NON
PRICE PURCHASE
O N LY 6 % O F T H E
SALES HAPPEN ON A
PRICE BASIS I.E. WE CONSIDER PRICE
COMMODITIES & IS THE MOST
HIGH END GOODS IMPORTANT FACTOR
ATTRIBUTES MORE IMPORTANT THAN
PRICE
QUALITY DELIVERY INSTALLATION

RESPONSIVENESS

FOLLOW-UP
SERVICES TERMS
SUPPORT
PEOPLE DON’T BOTHER ABOUT PRICE
WHEN

HIGH
DESIRABILITY
SCARCITY

URGENCY
 ID EA S FO R WI NNI NG T HE
P RI C E WA R
• 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
NEGOTIATION

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
 R U L E S O F N E G O T I AT I O N

AVOID DELAY
NEGOTIATION NEGOTIATION
SHOULD
HAVE THE
AUTHORITY NEGOTIATION
EXPEC T PRICE
IS NOT
RESISTANCE
SUBSTITUTE

“BUYING DESIRE SHOULD PRECEED CONCESSIONS”

BASIC STYLE OF
N E G O T I AT I O N
 NO DEAL

WIN-WIN

C O M
P R O
M I S E

L
O
O
S
E
L
O
O
S E

L
O
O
S
E

W
I
N

W
I
N

L
O
O
S
E
 PREPARATION FOR
NEGOTIATION
●
Anticipate the customer
position

Anticipate

●
Lawyer Method
 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
 K E Y N EG OT I AT I O N T EC H N I Q U E S
• 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
THANK YOU