A Proposal for communicating, negotiating and selling
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Transcript A Proposal for communicating, negotiating and selling
A Proposal for communicating,
negotiating and selling
Internal communicating
a neglected area in business.
a tendency to overdo things a bit.
reply immediately to everything that comes in
it becomes a bit of a time-waster,
always sending off messages left, right and centre
Internal communicating
better to have a fixed time
quiet time just after lunch or just
before the staff knock off for the
day deal with them.
Internal communicating
the quality of the message should be
improved.
It is a good deal easier to understand,
without verbs-when writing, of course.
Good English creates a good impression.
Internal communicating
if you are busy, your colleagues are too
they don’t want you barging into their offices
without warning with some minor query or being
continually phoned up.
Let them get on with their work and, if they’re
not urgent, save your queries for coffee time.
Internal communicating
common courtesy is an important part of
office
arrive at the office not losing your temper
or shouting at people
work with each other and as well make the
circumstances as pleasant as possible.
Negotiating
a big part of our job.
negotiation needs to utterance to show
your purpose, requirement,
conception, and efficiency
Negotiating
in negotiation, should master excellent
utterance to approach the
communication purpose.
negotiation is about which the two sides’
thought, will, power etc that displayed
by utterance
Negotiating
negotiation is settled up on the basis of each
other’s demand
a two-way communicative activity depends on the
information inter-communication.
win-win negotiation is a successful one which two
sides get what they need.
Negotiating
negotiation respected benefit exchange, so it’s complex.
dealing with both faces and people.
negotiations must have a good understanding of the subject.
must also be aware of the general policy of the company or
institution in relation to the issues
must be familiar with the organizational structure and decisionmaking process.
may not necessarily sufficient to read a successful outcome.
Personal, human factors must be taken into account.
Negotiating
The approach and strategy adopted in negotiating are
influenced by attitudes as well as by a cool, clear logical
analysis of the facts, and one’s interesting.
how to get what they want, other than to make demands and
dig in their heels.
employing the righting tactic is more important than even in
today’s vibrant business environment.
Selling
an eight step approach that has been found
to be beneficial in sales.
They are: prospecting, pre-approach,
approach, need assessment, presentation,
meeting objections, gaining commitment,
and following up.
Selling
Prospecting is the step where salespeople
determine leads or prospects.
determine whether they are qualified leads, or
leads who are likely to buy.
Qualified leads are those who have a need for the
product, can afford the product, and are willing
to be contacted by the salesperson.
Selling
the pre-approach is used for preparing for the
presentation.
It is helpful to schedule an appointment to ensure
capturing the buyer’s attention.
Since first contact leaves an impression on the
buyer, professional conduct, including attire, a
handshake, and eye contact, is advised.
Selling
Salespeople should evaluate the customer based
on the need for the product.
ask questions to reveal the current situation, the
source of any problems, the impact of the
problems, the benefits of the solution, and the
interest of the buyer.
Selling
The point of this is to grab the customer’s Attention, ignite
Interest, create Desire, and inspire Action, or AIDA.
show the features, advantages and benefits of the product.
customer question the price or value of the product, dismiss the
product/service as inadequate, and avoid making a commitment
to buy, or refuse because of an unknown factor.
do their best to anticipate objections and respectfully respond to
them.
Selling
use several different sales closes to move the sale
forward.
‘alternative close’ ‘assumptive close’, the
‘summary close’ ‘special-offer close’,
Following up will ensure customer satisfaction
and help establish a relationship with the
customer.