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.
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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.