SELLING AND IT’S

TYPE

NAME: PRERANA WANKHEDE

ROLL.NO: BA2233
SUBJECT: SELLING AND NEGOTIATION
SKILLS
 WHAT IS SELLING?

• “Selling” refers to any transaction where money is exchanged for goods or services. More
specifically, it describes a process of persuading a buyer to make a purchase–using a
series of planned and personalized communication tactics to influence purchasing
decisions.
• Done right, selling helps customers determine their needs, creates a sense of desire for
products/services, and solves buyers’ most pressing pain points.
 TYPES OF SELLING

• Transactional selling
• Solution selling
• Provocation selling
• Collaborative selling
• Social selling
 TRANSACTIONAL SELLING

Transactional selling is a simple, short-term sales strategy that focuses on

making quick sales. In this type of sales model, neither the buyer nor the
seller has much interest in developing a long-term relationship.
 SOLUTION SELLING

Solution selling moves away from the transactional approach and instead,
focuses on selling outcomes over products and features.
In this sales model, reps lead with a problem and use various tactics to paint
a picture of how the buyer’s life will be better once they solve that problem.
 PROVOCATION SELLING

• Provocation is the best way for sellers to get buyers to move past a “buy
nothing” mentality by helping customers see competitive challenges in a
new light, bringing a sense of urgency to solving specific pains/problems.
• Similar to consultative selling, provocation-based sales aims to uncover
needs and pain points through market research, data analysis, and buyer
interactions.
 COLLABORATIVE SELLING

Collaborative selling is similar to consultative selling in that the core focus

is on developing relationships and understanding buyer needs, challenges,
and goals–but this approach takes things to the next level and places the
customer at the center of their own narrative.
 SOCIAL SELLING

Drastic changes in the buying process (75% of B2B buyers are considerably
influenced by social media and 84% of senior executives use it to support
purchase decisions) and the “one-sided” nature of the dialogue between the
seller and the buyer in the traditional selling process led to the development
of new strategies to search and build relationships with customers, in
particular, social selling.