This document discusses skills for successful selling and negotiation. It outlines 13 building blocks for achieving selling success, including 8 basic selling skills like researching prospects and asking for commitment. Different types of sales professionals are described. SPIN selling is introduced as a technique using situation, problem, implication, and need-payoff questions. Negotiation techniques are also discussed, with the top 10 techniques including knowing your wants/opposition, structuring agreements early, and preparing options rather than ultimatums. Assignments are given applying these skills and techniques.

1. Selling Skills
& Negotiation Techniques

2. Selling Skills
• Essentially there are 13 building blocks to getting sure-fire
selling results over and over again.
• The more you sharpen your selling skills in these 13 essential
areas, the more likely you'll achieve the success you're striving
for.
• These building blocks can be put into a Success Pyramid that
focuses on the importance of the various factors in
determining success in closing deals.
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3. Selling Skills
• In addition to these building blocks, there are 8 basic skills
that can help you master the art of salesmanship
– Researching Prospects
– Planning Meetings
– Creating Rapport
– Asking Questions
– Listening Actively
– Presenting Solutions
– Asking for Commitment
– Building Relationships
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4. Types of Sales professionals
• The Rejection Dreader
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• The Militant Closer
• The Sales Scholar
• The Phony
• The Overcooked Casualty
• The Professional

5. Introduction to SPIN Selling
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• Situation Questions
• Problem Questions
• Implication Questions
• Need-payoff Questions

6. Negotiation Techniques
Definition:
• Negotiation is a method by which people settle differences. It
is a process by which compromise or agreement is reached
while avoiding argument.
• In any disagreement, individuals understandably aim to
achieve the best possible outcome for their position (or
perhaps an organisation they represent). However, the
principles of fairness, seeking mutual benefit and maintaining
a relationship are the keys to a successful outcome.
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7. The Top 10 Successful Negotiation Techniques
• Know what you REALLY want
• Know your opposition
• Consider the impact of timing and method of negotiation
• Prepare your presentation - point by point
• Anticipate reactions, objections and responses
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8. The Top 10 Successful Negotiation Techniques
• Structure your presentation to ensure agreement on one or
two points at the beginning of the negotiation
• Determine paybacks and consequences for each party in the
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negotiation
• Prepare options rather than ultimatums
• Get comfortable with silence
• Close all negotiations by clearly outlining agreement

9. ASSIGNMENTS:
1. Using the basic selling skills try to market any innovative
product to your classmates.
2. How would you sell a luxury car using the SPIN Selling
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Model?
3. Consider a situation where in an employer is trying to
introduce salary cuts across the organisation. Enact the
situation and try to negotiate in a win-win manner.

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