Sales is often classified as an art. But it is one of the most process driven activities in an organization. Understand, learn and master the process from leaders in the field and let your sales career soar.

2. Selling is a communication
process…
Success depends on the effectiveness of your
communication & the sales PROCESS
It’s not what you say but how you
say it…

3. Negotiation is an integral part of
the sales process…
Buyer Seller

4. When preparing to negotiate, first define in
very clear terms what would be your Best
Alternative To Negotiated Agreement
Or
BATNA
4

5. Adopting an assertive
communication style is
generally beneficial most
of the time.

6. Assertiveness Matrix
Enthusiasm
Understanding
Enthusiasm
Understanding
Low
Low
High
High
6
Aggressive Assertive
Passive Receptive

7. The Customer Today Is…

8. 50 % of sales
are due to
mental skills.
30% are due to
competitor
knowledge.
20 % are based
on product
knowledge.
Selling is essentially a mental game:

9. Selling is a process driven activity.
Most successful sales people follow a
process that best suits their industry
and product category.

10. A Generic Sales Process
I – Introduction
M – Map the needs (need identification)
P – Propose solution
A – Address concerns
C – Close
T – Take the order

11. NEED
NEED
NEED
NEED
NEED
NEED
Solution here has low
impact
Solution here has
high impact
Customer Needs

12. Identify and build on customer
needs before proposing the
solution in order to have
customer buy-in

13. Check you have
covered key
customer concerns
Summarize the
benefits
Propose an
appropriate
commitment from
the customer
Closing – The Three Step Process

14. For a complete training & skill
development solution, contact:
ranjanpaul@outlook.com