1. Selling and Negociations
Skills
Presented by Franck Ngahane

2. Objective
• To enable, empower you to be the best
salesperson you can be 

3. Expectations
• Be participative, Be Open,

4. What selling means to you?
2min

5. Share with a person next to
you
2min

6. Who is a seller?
2min

7. Share with a person next to
you
2min

8. Are you a seller?

9. A good seller always ask
the right questions to his target
and customizes his product
to be the right answer.

10. The Golden Circle
HOW
WHAT
WHY

11. The Golden Circle
HOW
WHAT
WHY

12. The Golden Circle
WHY
HOW
WHAT

13. «Is a promise of value to be delivered and a
belief from the customer that value will be
experienced».
The Value Proposition

14. iGCDP
Target Value
Proposition
NGOs
Organization
s Schools
Access to international
talents
CSR solutions
Companies
Governments
Foundations

15. iGIP
Target Value
Proposition
Companies Access to global top talent

16. Negociation flow
0. Preparation
1. Arrival
2. Waiting
3. Icebreakers
4. Connection points
5. Cooperation opportunities
6. Prices, contracts, questions
7. Objection handling
8. Summary, next steps
9. Follow up, closing the deal

17. Preparation
Information gathering
• Google
• Newspaper, online
platforms
• Webpage
• CRM (past)
• Contact, vision, mission
, profile etc.. 
connection
points, reflect on them
What to bring
• Business card (annual
report)
• Product sheet
• Sample contracts, JQ
• Pen, (notebook)

18. Arrival
• Be punctual
• Ask the exact time, place, name etc. at
the end of the cc
• Switch off your phone

19. Waiting
• Don’t make a stir
• Your environment – connection points
(handouts, newspapers, brochures, pic
tures etc)
• If they offer some water, accept it
• Prepare your stuff –
notebook/pen, business card, PS etc

20. Negotiation
• Icebreaker, what they’ve heard about @
• Connection points, common things – goal:
present @ as it is relevant for them
• Project/team introduction, reason for the
nego
• Introduce the possible cooperations
• Price, contracts, questions
• Objection handling!
• Sum-up

21. Pay attention
• Protokolls, be polite
• Be elegant, business casual
• Cellphone is OFF
• Stand up when the partner comes in
• Hand shake!!!!, 1st the partner tells his/her name, than
you
• Change BC  on the table!
• Don’t use @ abbreviations
• Don’t show if you are nervous, hands not under the table
• Speak understandable
• If you are not sure in anything, tell him/her and ask it
later from the LCVPICX/LCVPER
• Taking notes

22. Principles
• Equal partners
• 80% - 20%
• Ask and reflect on the previous information
• Goal: find the connection points through the
gained information
• Make the partner realized on his/her needs
• About the partner
• Questions – partner can find the answer with the
help/support of @
• Follow-up – the goal is to build long term
partnerships
• DOCUMENTATION

23. Connection points
• Network (global
organization)
• Long term partnerships
• Long term learning process
• Leadership
development, leadership XP
• Competency based
selection (EP and LT as well)
• Internationalism
• Multicultural environment
• Dynamism
• Responsibility
• Values
• Teamwork
• Cost efficiency
• Time efficiency
• Market knowledge
• Innovative view
• Examples
• Added value (win-win
situation)
• Work of the projects, teams

24. Handling the objections
• We don’t have money…
• Nobody speaks english
• What can the trainee do?
• We can’t afford another workforce
• The job is not for students
• We have bad XP with students
• We don’t have time for it

25. Summary
• Sum it up
• Talk about the next steps, DDLs
• 3 corner rule

26. Follow up
• Output
• CRM
• Call them – build long term partnership
• Inkind: report, e-mails, thanks etc.
• Closing the deals

27. Questions?