Negotiation skills from fictional salespersons

1. FICTIONAL SALESMEN / SALESWOMEN
1st Year MBA – Pondicherry University
GROUP - 4
ABHISHEK GAJRE
ARJUN KUMAR O G
EZHILAZHAGAN A
KISHORKUMAR
MANU P MENON
MUGESHMITHARN
MUHAMMED FAIROOS P P
PREETI PADMA PARIDA
SHARON PETER
SHOKHINA

2. OVERVIEW
o Illustrative Video:
Based on - Rocket Singh: Salesman of the Year
o PPT: Based on - Joy, Thank You For Smoking & Glengarry Glen
Ross
Film Plot: https://en.wikipedia.org/wiki/Joy_(2015_film)
https://en.wikipedia.org/wiki/Thank_You_for_Smoking
https://en.wikipedia.org/wiki/Glengarry_Glen_Ross_(film)
o Infographics: On Topic “How to Sell like a Fictional Hero”
o Wikipedia Entries:
Based on - The Pursuit of Happyness & The Wolf of Wall Street
o Responses from High-Profile Bloggers.

3. • Based On – Joy Mangano
• Self-made Millionaire who rises against all odds & sets up a successful Business Empire despite facing
several hardship.
SALES & ENTREPRENEURIAL TAKEAWAYS:
• Never lose people who always are there for you no matter what, through all thick and thin
Source of strength when all goes wrong
• Believe in Yourself
JOY
An Entrepreneur, American Inventor & Business Woman
Known Invention - Self-wringing Miracle Mop
SALES TECHNIQUE: Direct Communication through live TV ads
Self Belief is far greater than self doubt

4. • Act on it
• Do not expect help without trying
• Should not concern oneself with others opinion
• Its okay to cry, but never stay down
• Find a way to reach your goal
Have an idea, act on it immediately
Never wait for somebody to give permission to do it, because no one ever will
Want Something, Go Get It
People around might say one can’t do it, because people can’t do something themselves
Work Hard
Pull yourself back up & fight for what you believe in

5. • Build your Business Passion step by step
- Now, Multimillionaire with whole line of products & more than 100 patents for her inventions.
- It’s all a remainder about Perseverance.
• Develop Strong Sales & Marketing Strategy
- Businesses can thrive when customers know the face behind the Product.
Created unique products
To make people’s lives easier
Miracle Mop (Self Wringing & Detachable Head )
- Sold few 1000 mops in 1st year
Sales totalled - $10,000
But Costed her $100,000 to develop
Money from family, friends & savings
Took years to become profitable
1st Sales were low & QVC wanted to drop out
Joy didn’t give up & asked QVC to let her demonstrate using it
On TV debut, Sold 18,000 mops in 20 mins

6. • Put together a Team of Advisors
- So when it comes to Legal & Financial matters, turn to trusted professional advisors.
• Be your Own Hero
- Never give up, be creative & drive from survival to success.
Joy encountered problems with mop manufacturer
Excessive Fees & Escalating Costs
Manufacturer even fraudulently attempted to patent her mop design
Never stop pushing & networking
People say ‘it won’t work’ or ‘you can’t do it’

8. • Nick Naylor, a lobbyist for the cigarette business, struggles to explain the nature of his work to his 12-year-old
son while trying to be a role model to him.
NEGOTIATION TAKEAWAYS
• One doesn’t have to Believe in the Cause he/she represents
- This could come in handy in a situation where one has to negotiate for something he/she didn’t
necessarily believe in.
• If one argues correctly, one can never go wrong
- Human Persuasion can override facts.
THANK YOU FOR SMOKING
SALES BOOSTING TECHNIQUE: Spin Tactics
Naylor faced moral dilemma in his promotion of cigarettes, but still did it
He could successfully argue in favour of smoking
Nick says this to his son, to show how he persuaded people that cigarettes weren’t all bad
In Ambiguous Situation - Without clear right or wrong Makes persuasion even more powerful

9. • Persuasion Skill can help negotiation
- People’s reputations might be affected by a negotiation outcome.
• Creating Value / Understanding for Both Sides
- Creative Solution since both parties goals are achieved,
❑ Exposure for Cigarettes
❑ Money for Producing Movie
• Intimidation & Insults / Ego attacking might close a deal
- But a wise negotiator who knew what they want, wouldn’t be disrespectful.
Bribery Saving Face
Convincing Marlboro Man with Persuasion Skills to accept the bribe
Negotiating on behalf of employer is not a strong motivator as like negotiating for themselves
Brief negotiation between Nick & The Film Executive created value for both sides
To work on how cigarettes should be incorporated into movies
Nick’s son(Joey) succeeded in convincing his mom to let him join Nick’s trips
With couple of questions that may feel insecure

11. • Depicts 2 days in the lives of 4 Real Estate Salesmen & How Desperate they become when the Corporate
Office sends a Trainer to motivate them. Trainer tells them that in a week’s time, all other than Top 2 Salesmen
will be Fired.
• SALES TECHNIQUE: AIDA
TAKEAWAYS FOR SALESMEN
• Let the Buyer do the Talking, give them Clear & Concise Answers and Be Vulnerable
GLENGARRY GLEN ROSS
Attention
Interest
Decision
Action
Doing the opposite of Shelly Levene
Levene’s approach is what not to do in sales

12. • Know Your ‘WHY’
- Never forget WHY you do the Job.
• On Rough Times, Keep Paddling
- Seek out a mentor or do something to regain confidence.
• Understand what Motivates a Team
- Learn what Other Sales Rep want from their Career,
❑ Helpful to give inspirational sales speech
• Always Close Something / Always Be Closing - Valuable Mindset
- All little steps of information can lead up to a deal.
Levene faces rejection, but never gives up
Cause: He needs job to provide for his sick daughter & wife
WHY: Powerful Motivator when times are tough
Doing the opposite of Sales Trainer
Sales Trainer’s approach is what a motivator should not do to boost sales

13. Doing the opposite of Ricky Roma
• Never Force a Deal, if a Prospect has 2nd Thoughts
Listen to the prospects hesitation
Address each issue before moving forward
Sometimes, Sales rep should be willing to go back to
square 1 to start the sale over again with the customer