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XSELL Academy - Xsell Sales Training (course code xsellb2b008)
 

XSELL Academy - Xsell Sales Training (course code xsellb2b008)

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XSELL Academy

XSELL Academy

Xsell Sales Training
11 Day Residential program with optional 100 Hours of Actual Selling Practice

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    XSELL Academy - Xsell Sales Training (course code xsellb2b008) XSELL Academy - Xsell Sales Training (course code xsellb2b008) Presentation Transcript

    • XED Solutions Don’t Just Survive … EXCEED!
    • A Division of XED Management Solutions Pvt. Ltd.
    • India’s 1st … and OnlyFully Residential Selling School
    • Xsell Academy presentsSelling Basics – Ground Rules
    • We Will Cover Rapport Building Sales Presentations Sales Objections Sales Negotiation Sales Closures The CompetitionDon’t Just Survive …. EXCEED! 5 © XED Management Solutions Pvt Ltd - All rights reserved 5
    • SELLING ...Not just a Career . . .
    • All eagles were born to soar. It is why we were created.
    • Why Sales? …U ASK?Don’t Just Survive …. EXCEED! 8 © XED Management Solutions Pvt Ltd - All rights reserved 8
    • Who do they all look up to?Don’t Just Survive …. EXCEED! 9 © XED Management Solutions Pvt Ltd - All rights reserved 9
    • And irrespective of how (even more) tough it has become forus, we get out there all by ourselves, to Hunt Higher Hunt Bigger Hunt NOW! BECAUSE A LOT DEPENDS ON OUR RESULTSDon’t Just Survive …. EXCEED! 10 © XED Management Solutions Pvt Ltd - All rights reserved 10
    • Don’t Just Survive …. EXCEED! 11 © XED Management Solutions Pvt Ltd - All rights reserved 11
    • Why Sales? …U ASK?Because we can make this possibleDon’t Just Survive …. EXCEED! 12 © XED Management Solutions Pvt Ltd - All rights reserved 12
    • In us, rests the greatest powerto help our company to LEAP AGAIN Don’t Just Survive …. EXCEED! 13 © XED Management Solutions Pvt Ltd - All rights reserved 13
    • Don’t Just Survive …. EXCEED! 14 © XED Management Solutions Pvt Ltd - All rights reserved 14
    • Don’t Just Survive …. EXCEED! 15 © XED Management Solutions Pvt Ltd - All rights reserved 15
    • Everyday is a New Day … New ChallengesSome we … WIN others we LoseBUT WE GO ON!Don’t Just Survive …. EXCEED! 16 © XED Management Solutions Pvt Ltd - All rights reserved 16
    • We stare at Failure multiple times each single dayDon’t Just Survive …. EXCEED! 17 © XED Management Solutions Pvt Ltd - All rights reserved 17
    • With Responsibility, also comeDon’t Just Survive …. EXCEED! 18 © XED Management Solutions Pvt Ltd - All rights reserved 18
    • TIME FREEDOM however is best for usDon’t Just Survive …. EXCEED! 19 © XED Management Solutions Pvt Ltd - All rights reserved 19
    • PEOPLE NETWORKA prospect is just another friend you have not met yet.Don’t Just Survive …. EXCEED! 20 © XED Management Solutions Pvt Ltd - All rights reserved 20
    • Tools & Gadgets Hi-Tech LifeDon’t Just Survive …. EXCEED! 21 © XED Management Solutions Pvt Ltd - All rights reserved 21
    • Business TravelDon’t Just Survive …. EXCEED! 22 © XED Management Solutions Pvt Ltd - All rights reserved 22
    • Corporate TRIPsDon’t Just Survive …. EXCEED! 23 © XED Management Solutions Pvt Ltd - All rights reserved 23
    • Car AllowancesDon’t Just Survive …. EXCEED! 24 © XED Management Solutions Pvt Ltd - All rights reserved 24
    • Awards & Prizes RECOGNITIONDon’t Just Survive …. EXCEED! 25 © XED Management Solutions Pvt Ltd - All rights reserved 25
    • INCOME POTENTIAL Commissions, Incentives, BonusesDon’t Just Survive …. EXCEED! 26 © XED Management Solutions Pvt Ltd - All rights reserved 26
    • GROWTHDon’t Just Survive …. EXCEED! 27 © XED Management Solutions Pvt Ltd - All rights reserved 27
    • FINANCIAL FREEDOM Does the idea of financial freedom excite you? We make best EntrepreneursDon’t Just Survive …. EXCEED!usual without the financial risks 28 associated withManagement Solutions Pvt Ltd - All rights reserved © XED self employment 28
    • Did You Know >85% of today’s CEOs, Presidents & Senior Executives come from a background in sales & marketing?Don’t Just Survive …. EXCEED! 29 © XED Management Solutions Pvt Ltd - All rights reserved 29
    • World’s Greatest SalesmenDon’t Just Survive …. EXCEED! 30 © XED Management Solutions Pvt Ltd - All rights reserved 30
    • Don’t Just Survive …. EXCEED! 31 © XED Management Solutions Pvt Ltd - All rights reserved 31
    • And the greatest benefit of it all …. The Person We Become It’s an opportunity to become the best we can beDon’t Just Survive …. EXCEED! 32 © XED Management Solutions Pvt Ltd - All rights reserved 32
    • Self-Discipline to work on your own! GOT IT?Don’t Just Survive …. EXCEED! 33 © XED Management Solutions Pvt Ltd - All rights reserved 33
    • VIRTUES of SellingDon’t Just Survive …. EXCEED! 34Courtesy : Dermot Collins, founder & Sr. Pvt Ltd - All rights reserved © XED Management Solutions Trainer at Seven V Ltd 34
    • MPATHYDon’t Just Survive …. EXCEED! 35 © XED Management Solutions Pvt Ltd - All rights reserved 35
    • Don’t Just Survive …. EXCEED! 36 © XED Management Solutions Pvt Ltd - All rights reserved 36
    • ETERMINATIONDon’t Just Survive …. EXCEED! 37 © XED Management Solutions Pvt Ltd - All rights reserved 37
    • Don’t Just Survive …. EXCEED! 38 © XED Management Solutions Pvt Ltd - All rights reserved 38
    • Don’t Just Survive …. EXCEED! 39 © XED Management Solutions Pvt Ltd - All rights reserved 39
    • Don’t Just Survive …. EXCEED! 40 © XED Management Solutions Pvt Ltd - All rights reserved 40
    • Don’t Just Survive …. EXCEED! 41 © XED Management Solutions Pvt Ltd - All rights reserved 41
    • SINS of SellingDon’t Just Survive …. EXCEED! 42Courtesy : Dermot Collins, founder & Sr. Pvt Ltd - All rights reserved © XED Management Solutions Trainer at Seven V Ltd 42
    • Don’t Just Survive …. EXCEED! 43 © XED Management Solutions Pvt Ltd - All rights reserved 43
    • Don’t Just Survive …. EXCEED! 44 © XED Management Solutions Pvt Ltd - All rights reserved 44
    • Don’t Just Survive …. EXCEED! 45 © XED Management Solutions Pvt Ltd - All rights reserved 45
    • Don’t Just Survive …. EXCEED! 46 © XED Management Solutions Pvt Ltd - All rights reserved 46
    • Don’t Just Survive …. EXCEED! 47 © XED Management Solutions Pvt Ltd - All rights reserved 47
    • Don’t Just Survive …. EXCEED! 48 © XED Management Solutions Pvt Ltd - All rights reserved 48
    • Don’t Just Survive …. EXCEED! 49 © XED Management Solutions Pvt Ltd - All rights reserved 49
    • Rapport Building
    • RAPPORT BUILDINGDon’t Just Survive …. EXCEED! 51 © XED Management Solutions Pvt Ltd - All rights reserved 51
    • People who are like each other, . . . like each other. People who don’t like each other, have their attention on theDon’t Just Survive …. EXCEED! difference between each other. 52 © XED Management Solutions Pvt Ltd - All rights reserved 52
    • Don’t Just Survive …. EXCEED! 53 © XED Management Solutions Pvt Ltd - All rights reserved 53
    • Albert Mehrabian 3D model  7% of impact is in the words spoken  38% of impact is in the voice  55% of impact is body-languageDon’t Just Survive …. EXCEED! 54 © XED Management Solutions Pvt Ltd - All rights reserved 54
    • Don’t Just Survive …. EXCEED! 55 © XED Management Solutions Pvt Ltd - All rights reserved 55
    • Don’t Just Survive …. EXCEED! 56 © XED Management Solutions Pvt Ltd - All rights reserved 56
    • Use the person’s name “Your name is the sweetest & most important sound in any language.” - Dale Carnegie CAUTION: Asking spelling, pronunciation, or the meaning of namesDon’t Just Survive …. EXCEED! 57 © XED Management Solutions Pvt Ltd - All rights reserved 57
    • Opening the Call Q A C S I C HUMOR Question. Answer. Comment. Something In Common Common ProblemDon’t Just Survive …. EXCEED! 58 © XED Management Solutions Pvt Ltd - All rights reserved 58
    • SMILE Relax, Smile, and go in with a positive attitude.Don’t Just Survive …. EXCEED! 59 © XED Management Solutions Pvt Ltd - All rights reserved 59
    • Don’t Just Survive …. EXCEED! 60 © XED Management Solutions Pvt Ltd - All rights reserved 60
    • - Oscar WildeDon’t Just Survive …. EXCEED! 61 © XED Management Solutions Pvt Ltd - All rights reserved 61
    • Be warm & friendly Smile, give a firm handshake Make eye contactDon’t Just Survive …. EXCEED! 62 and engage. © XED Management Solutions Pvt Ltd - All rights reserved 62
    • Don’t Just Survive …. EXCEED! 63 © XED Management Solutions Pvt Ltd - All rights reserved 63
    • Don’t Just Survive …. EXCEED! 64 © XED Management Solutions Pvt Ltd - All rights reserved 64
    • Helpful vs. Know-it-All Tone stays long after the content is forgottenDon’t Just Survive …. EXCEED! 65 © XED Management Solutions Pvt Ltd - All rights reserved 65
    • Show interest, be genuinely interestedDon’t Just Survive …. EXCEED! 66 © XED Management Solutions Pvt Ltd - All rights reserved 66
    • People want to feel like they have an opening to share what they’re thinking, including their desires, fears, and problems.Don’t Just Survive …. EXCEED! 67 © XED Management Solutions Pvt Ltd - All rights reserved 67
    • Actively Listenoccasionally noddinginterjecting with words -encourage to continueDon’t Just Survive …. EXCEED! 68 © XED Management Solutions Pvt Ltd - All rights reserved 68
    • Don’t Just Survive …. EXCEED! 69 © XED Management Solutions Pvt Ltd - All rights reserved 69
    • Open-ended vs. Yes or NoBuild a ConversationTell me what you think about that?What is it you like about the idea?Why would you suggest that?How do you plan to achieve that?Balance the asking & the tellingDon’t Just Survive …. EXCEED! 70 © XED Management Solutions Pvt Ltd - All rights reserved 70
    • Don’t Just Survive …. EXCEED! 71 © XED Management Solutions Pvt Ltd - All rights reserved 71
    • Using Questions to build Conversations Skip the data dump. 1. Warm-Up Questions 2. Situation Assessment Questions 3. Current practices & Issues Questions 4. Goals/Target Questions 5. WHEN & WHO 6. HOW & HOW MUCH 7. VISION Statement QuestionsDon’t Just Survive …. EXCEED! 72 © XED Management Solutions Pvt Ltd - All rights reserved 72
    • Rapport Building - Doing it Step-by-Step 1. Initial greeting 2. Opening Shared cultural Event Small Talk – Picture, Office Item, Weather, View etc etc with a business related remark to show your research (immediate momentum towards making a sale) 3. Leading - a thoughtful comment, observation/suggestion/question 4. Asking questions the Conversation StyleDon’t Just Survive …. EXCEED! 73 © XED Management Solutions Pvt Ltd - All rights reserved 73
    • Rapport Building - TOP TIPsDon’t Just Survive …. EXCEED! 74 © XED Management Solutions Pvt Ltd - All rights reserved 74
    • Don’t Just Survive …. EXCEED! 75 © XED Management Solutions Pvt Ltd - All rights reserved 75
    • Rapport Building – Role Play  01 Buyer Pair  02 Seller Pairs  ACT-1 – The Evaluator/Influencer  Casual & Friendly  Friendly but Strictly Professional  ACT-2 – The Decision Maker  Casual & Friendly  Friendly but Strictly Professional  ConclusionsDon’t Just Survive …. EXCEED! 76 © XED Management Solutions Pvt Ltd - All rights reserved 76
    • Sales Presentations
    • SALES PRESENTATIONDon’t Just Survive …. EXCEED! 78 © XED Management Solutions Pvt Ltd - All rights reserved 78
    • Don’t Just Survive …. EXCEED! 79 © XED Management Solutions Pvt Ltd - All rights reserved 79
    • Don’t Just Survive …. EXCEED! 80 © XED Management Solutions Pvt Ltd - All rights reserved 80
    • Don’t Just Survive …. EXCEED! 81 © XED Management Solutions Pvt Ltd - All rights reserved 81
    • Selling Vs. TellingDon’t Just Survive …. EXCEED! 82 © XED Management Solutions Pvt Ltd - All rights reserved 82
    • People buy when “pain of the problem & desire for solution reach a point where, they are greater than the cost of the solution."Don’t Just Survive …. EXCEED! 83 © XED Management Solutions Pvt Ltd - All rights reserved 83
    • Don’t Just Survive …. EXCEED! 84 © XED Management Solutions Pvt Ltd - All rights reserved 84
    • "So that you..." "Let me share with you the history of our company so that you feel comfortable doing business with a proven leader."Don’t Just Survive …. EXCEED! 85 © XED Management Solutions Pvt Ltd - All rights reserved 85
    • "What this means to you is..." "Our company provides round-the-clock technical support. What this means to you is that your potential down-time is significantly decreased compared to your current situation."Don’t Just Survive …. EXCEED! © XED Management Solutions Pvt Ltd - All rights reserved 86 86
    • "The reason this is so important is..." Ive been conducting these programs for twenty years. The reason this is so important is that you are receiving time-tested materials, proven in the real world over and over againDon’t Just Survive …. EXCEED! 87 © XED Management Solutions Pvt Ltd - All rights reserved 87
    • Paint the Picture of existing situation& establishing an overall context.Don’t Just Survive …. EXCEED! 88 © XED Management Solutions Pvt Ltd - All rights reserved 88
    • State the problems, difficulties & challengesthe buyer is experiencing with the present situation. Proceed to identify & expand the buyers implicit needs.Don’t Just Survive …. EXCEED! 89 © XED Management Solutions Pvt Ltd - All rights reserved 89
    • Support with Facts; the consequences & impacts of the situation Then build upon the significance & seriousness of the problem so that it is large enough to justify action.Don’t Just Survive …. EXCEED! 90 © XED Management Solutions Pvt Ltd - All rights reserved 90
    • Close by confirming the value & usefulness of your solutionDon’t Just Survive …. EXCEED! 91 © XED Management Solutions Pvt Ltd - All rights reserved 91
    • Don’t Just Survive …. EXCEED! 92 © XED Management Solutions Pvt Ltd - All rights reserved 92
    • BODY LANGUAGE (Presentations)Don’t Just Survive …. EXCEED! 93 © XED Management Solutions Pvt Ltd - All rights reserved 93
    • Don’t Just Survive …. EXCEED! 94 © XED Management Solutions Pvt Ltd - All rights reserved 94
    • Don’t Just Survive …. EXCEED! 95 © XED Management Solutions Pvt Ltd - All rights reserved 95
    • Don’t Just Survive …. EXCEED! 96 © XED Management Solutions Pvt Ltd - All rights reserved 96
    • Don’t Just Survive …. EXCEED! 97 © XED Management Solutions Pvt Ltd - All rights reserved 97
    • Don’t Just Survive …. EXCEED! 98 © XED Management Solutions Pvt Ltd - All rights reserved 98
    • Don’t Just Survive …. EXCEED! 99 © XED Management Solutions Pvt Ltd - All rights reserved 99
    • ANSWERING QUESTIONS (Presentations)Don’t Just Survive …. EXCEED! 100 © XED Management Solutions Pvt Ltd - All rights reserved 100
    • Don’t Just Survive …. EXCEED! 101 © XED Management Solutions Pvt Ltd - All rights reserved 101
    • Don’t Just Survive …. EXCEED! 102 © XED Management Solutions Pvt Ltd - All rights reserved 102
    • Don’t Just Survive …. EXCEED! 103 © XED Management Solutions Pvt Ltd - All rights reserved 103
    • Types of Customers DISC Profiles Demanding Wants It Now Influential Relates & Chats Steady Doesnt Like Change Compliant Follows the RulesDon’t Just Survive …. EXCEED! 104 © XED Management Solutions Pvt Ltd - All rights reserved 104
    • Types of Customers D-Style The Demanding Customer Recognizing a D-Style Customer  Direct, Driven & Demonstrative in their talk, tastes, and behavior  Status conscious & looking for the best.  Always ready for action.  On the phone, they are the ones who do not have time for your questionsDon’t Just Survive …. EXCEED! 105 © XED Management Solutions Pvt Ltd - All rights reserved 105
    • Types of Customers D-Style The Demanding Customer Body Language for D-Style Customer  Show Confidence  In person, greet her with a strong handshake.  Maintain direct eye contact  Lean slightly forward in your stance while keeping your distance.  D-styles dont want to deal with weak people.Don’t Just Survive …. EXCEED! 106 © XED Management Solutions Pvt Ltd - All rights reserved 106
    • Types of Customers D-Style The Demanding Customer Speaking with a D-Style Customer  Be direct, to the point  Be clear & confident Words & Phrases to use Fast Benefits Immediate Unique Now Bottom line Leaders in the field Lets do it Today Win Results Make it happenDon’t Just Survive …. EXCEED! 107 © XED Management Solutions Pvt Ltd - All rights reserved 107
    • Types of Customers D-Style The Demanding Customer Dos and DontsDon’t Just Survive …. EXCEED! 108 © XED Management Solutions Pvt Ltd - All rights reserved 108
    • Types of Customers D-Style The Demanding Customer Planning for a meeting  Prepare well for the meeting, well in advance.  Be Punctual & appear organized.  Outline a logical presentation of facts  Stick to business during your interactions  Equip yourself with several options so that they have a choice of options.Don’t Just Survive …. EXCEED! 109 © XED Management Solutions Pvt Ltd - All rights reserved 109
    • Types of Customers I - Style The Influential Customer Recognizing an I-Style Customer  Places a great value on the interaction itself.  Will want friendly problem resolution  People/Relationships matter most  They like to collect memorabilia from friends.  They tend to smile & talk a lot and take pride in their physical appearance.  On the phone, they will be bubbly, enthusiastic, and engaging.Don’t Just Survive …. EXCEED! 110 © XED Management Solutions Pvt Ltd - All rights reserved 110
    • Types of Customers I - Style The Influential Customer Body Language for an I-Style Customer  Smile  Respond well to expressive gestures.  Relationships - Close is fine with them  OK to stand or sit next to them to provide an atmosphere of acceptance.  On the phone, you definitely want to smile.Don’t Just Survive …. EXCEED! 111 © XED Management Solutions Pvt Ltd - All rights reserved 111
    • Types of Customers I - Style The Influential Customer Speaking with an I-Style Customer  Be expressive & animated  Exhibit your energy & Enthusiasm  Speak in a friendly & persuasive tone, filled with high & low modulations. Words & Phrases to use Fun Put you in spotlight Picture this Everybody I feel Wonderful Youll look great Fantastic Awesome State-of-the-art Exciting RecognitionDon’t Just Survive …. EXCEED! 112 © XED Management Solutions Pvt Ltd - All rights reserved 112
    • Types of Customers I - Style The Influential Customer Dos and DontsDon’t Just Survive …. EXCEED! 113 © XED Management Solutions Pvt Ltd - All rights reserved 113
    • Types of Customers I - Style The Influential Customer Planning for a meeting  Be sure to allow time during the meeting for socializing.  Remember to be animated & use gestures during the meeting.  Dont dictate the contents of the meeting.  Dont be too businesslike.  Have details put in writing for the customer.  Obtain and bring along testimonials.  Have incentives available in case he needs to take a risk on a solution.  Always be at the ready to ask the customer his opinion.Don’t Just Survive …. EXCEED! 114 © XED Management Solutions Pvt Ltd - All rights reserved 114
    • Types of Customers S - Style The Steady Customer Recognizing an S-Style Customer  Likes the Familiar & Adverse to Change  Patient, relaxed, logical & systematic  Wants to accommodate, doesn’t want to upset you with his complaint.  Needs lot of assurances to accept/go with a change  Dresses modestly - often in ways to reflect their service to their employer  Most likely to become life-long customer unless you fail to meet their emotional needs.  He will wait gladly if it is justified & is engaged during the wait periodDon’t Just Survive …. EXCEED! 115 © XED Management Solutions Pvt Ltd - All rights reserved 115
    • Types of Customers S - Style The Steady Customer Body Language for an S-Style Customer  Relaxed Body Language  Use small hand gestures  Maintain an atmosphere of calm  You should appear to be relaxed and not too close for comfort.  You should lean back when standing in front of them and dont rush with your actions.Don’t Just Survive …. EXCEED! 116 © XED Management Solutions Pvt Ltd - All rights reserved 116
    • Types of Customers S - Style The Steady Customer Speaking with an S-Style Customer  Tone of voice should be warm, soft, calm, and steady.  Words & Phrases to Use Think about it Assure Guarantee Take your time You can expect Promise Comfort Conservative Step-by-step Trust Certain ReliableDon’t Just Survive …. EXCEED! 117 © XED Management Solutions Pvt Ltd - All rights reserved 117
    • Types of Customers S - Style The Steady Customer DOs & DON’TsDon’t Just Survive …. EXCEED! 118 © XED Management Solutions Pvt Ltd - All rights reserved 118
    • Types of Customers S - Style The Steady Customer Planning for a Meeting  Should open the meeting with personal comments  Patient Listening  Plan a logical presentation & a non-threatening delivery  Move the meeting along, in an informal manner  Use How? Questions  Include personal assurances & guarantees.  Allow time to thoughtfully consider what you have to sayDon’t Just Survive …. EXCEED! 119 © XED Management Solutions Pvt Ltd - All rights reserved 119
    • Types of Customers C - Style The Complaint Customer Recognizing a C-Style Customer  Meticulous and Accurate  Likes things precise & in order  Focuses on the Data - Will feel satisfied through facts, figures & supporting data  If youre trying to cut corners in the service you provide, forget it.  Conservative in his dress.  His office reflects his interests, and is often decorated with charts and graphs.  Basically, hes always thinking. He engages in conversations  When he needs information or a solution. He can find casual chitchat annoying.Don’t Just Survive …. EXCEED! 120 © XED Management Solutions Pvt Ltd - All rights reserved 120
    • Types of Customers C - Style The Complaint Customer Body Language for a C-Style Customer  Dont Get Too Close - Maintain your distance  If youre standing, stand firmly with your weight planted on the back foot.  Maintain direct eye contact and use few or no hand gestures.  Do absolutely nothing to suggest youre trying to avoid or take advantage of them.Don’t Just Survive …. EXCEED! 121 © XED Management Solutions Pvt Ltd - All rights reserved 121
    • Types of Customers C - Style The Complaint Customer Speaking with a C-Style Customer  Keep your tone of voice controlled  Dont use hype style responses  Be direct & precise  Be slow and thoughtful  Words & Phrases to Use Proven/proof No obligation Take your time Information Here are the facts Supporting data No risk Analysis/analyze Research showsDon’t Just Survive …. EXCEED! 122 © XED Management Solutions Pvt Ltd - All rights reserved 122
    • Types of Customers C - Style The Complaint Customer Speaking with a C-Style Customer  Keep your tone of voice controlled  Dont use hype style responses  Be direct & precise  Be slow and thoughtful  Words & Phrases to Use Proven/proof No obligation Take your time Information Here are the facts Supporting data No risk Analysis/analyze Research showsDon’t Just Survive …. EXCEED! 123 © XED Management Solutions Pvt Ltd - All rights reserved 123
    • Types of Customers C - Style The Complaint Customer DOs & DON’TsDon’t Just Survive …. EXCEED! 124 © XED Management Solutions Pvt Ltd - All rights reserved 124
    • Types of Customers C - Style The Complaint Customer Planning for a Meeting  Be thoroughly prepared.  Stay open to all sides of an issue.  Prepare specific items on which you can act.  Bring your data, especially if the data was gathered by respected sources.  Allow them time to make a decision; dont force them into taking one.Don’t Just Survive …. EXCEED! 125 © XED Management Solutions Pvt Ltd - All rights reserved 125
    • Sales Objections
    • SALES OBJECTIONSDon’t Just Survive …. EXCEED! 127 © XED Management Solutions Pvt Ltd - All rights reserved 127
    • Don’t Just Survive …. EXCEED! 128 © XED Management Solutions Pvt Ltd - All rights reserved 128
    • Don’t Just Survive …. EXCEED! 129 © XED Management Solutions Pvt Ltd - All rights reserved 129
    • Don’t Just Survive …. EXCEED! 130 © XED Management Solutions Pvt Ltd - All rights reserved 130
    • Don’t Just Survive …. EXCEED! 131 © XED Management Solutions Pvt Ltd - All rights reserved 131
    • Don’t Just Survive …. EXCEED! 132 © XED Management Solutions Pvt Ltd - All rights reserved 132
    • before sending anything in writing - Verbalize Talk it over first what you think the price will be It’s going to be around 10,000 dollars. How does that sound to you? Some people say that our product costs a little too much, but ...Don’t Just Survive …. EXCEED! 133 © XED Management Solutions Pvt Ltd - All rights reserved 133
    • Don’t Just Survive …. EXCEED! 134 © XED Management Solutions Pvt Ltd - All rights reserved 134
    • Don’t Just Survive …. EXCEED! 135 © XED Management Solutions Pvt Ltd - All rights reserved 135
    • Sales Negotiation
    • SALES NEGOTIATIONSDon’t Just Survive …. EXCEED! 137 © XED Management Solutions Pvt Ltd - All rights reserved 137
    • Don’t Just Survive …. EXCEED! 138 © XED Management Solutions Pvt Ltd - All rights reserved 138
    • Negotiation consist of FOUR basic componentsDon’t Just Survive …. EXCEED! 139 © XED Management Solutions Pvt Ltd - All rights reserved 139
    • 1. Preparation  What is involved  Know what your opposition wants  What is valuable to youDon’t Just Survive …. EXCEED! 140 © XED Management Solutions Pvt Ltd - All rights reserved 140
    • 2. ObjectivityDon’t Just Survive …. EXCEED! 141 © XED Management Solutions Pvt Ltd - All rights reserved 141
    • 3. Strategy & TacticsDon’t Just Survive …. EXCEED! 142 © XED Management Solutions Pvt Ltd - All rights reserved 142
    • 4. TechniqueDon’t Just Survive …. EXCEED! 143 © XED Management Solutions Pvt Ltd - All rights reserved 143
    • Six Paradigms of Human Interaction used in Negotiations. I Win, You Lose. I Win, You Win. I Lose, You Lose. I Lose, You Win.Don’t Just Survive …. EXCEED! 144 © XED Management Solutions Pvt Ltd - All rights reserved 144
    • No Deal I WinDon’t Just Survive …. EXCEED! 145 © XED Management Solutions Pvt Ltd - All rights reserved 145
    • “Let us never negotiate out of fear. But let us never fear to negotiate.”Don’t Just Survive …. EXCEED! - John F. Kennedy 146 © XED Management Solutions Pvt Ltd - All rights reserved 146
    • Don’t Just Survive …. EXCEED! 147 © XED Management Solutions Pvt Ltd - All rights reserved 147
    • Don’t Just Survive …. EXCEED! 148 © XED Management Solutions Pvt Ltd - All rights reserved 148
    • Don’t Just Survive …. EXCEED! 149 © XED Management Solutions Pvt Ltd - All rights reserved 149
    • Don’t Just Survive …. EXCEED! 150 © XED Management Solutions Pvt Ltd - All rights reserved 150
    • • Planning is important when negotiating. Be prepared. • Have confidence & Keep in control • Aim high; but don’t underestimate the opposition • Be persuasive; offer incentives • Don’t agree unhappily; an effect of poor preparation • Be open-minded • Be flexible • Appearance and mannerismDon’t Just Survive …. EXCEED! 151 © XED Management Solutions Pvt Ltd - All rights reserved 151
    • Don’t Just Survive …. EXCEED! 152 © XED Management Solutions Pvt Ltd - All rights reserved 152
    • "When others sense your willingness to walk away, your hand is strengthened.Don’t Just Survive …. EXCEED! 153 © XED Management Solutions Pvt Ltd - All rights reserved 153
    • Sales Closures
    • SALES CLOSINGDon’t Just Survive …. EXCEED! 155 © XED Management Solutions Pvt Ltd - All rights reserved 155
    • Don’t Just Survive …. EXCEED! 156 © XED Management Solutions Pvt Ltd - All rights reserved 156
    • Don’t Just Survive …. EXCEED! 157 © XED Management Solutions Pvt Ltd - All rights reserved 157
    • Don’t Just Survive …. EXCEED! 158 © XED Management Solutions Pvt Ltd - All rights reserved 158
    • Don’t Just Survive …. EXCEED! 159 © XED Management Solutions Pvt Ltd - All rights reserved 159
    • THANK YOU for viewing this presentation.Don’t Just Survive … EXCEED! If you wish to have ‘Xsellers’ in your team, Please write to us at – info@xedsolutions.com