The document discusses selling skills and negotiation techniques. It identifies 13 building blocks for successful selling and 8 basic selling skills, including researching prospects and asking for commitment. It also describes different types of sales professionals and introduces the SPIN selling model involving situation, problem, implication, and need-payoff questions. Regarding negotiation, the document defines it as a process to reach agreement or compromise without argument. It lists the top 10 successful negotiation techniques, such as knowing what you want, preparing options rather than ultimatums, and getting comfortable with silence. Finally, it provides assignments for practicing selling and negotiation skills.

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 by Vidya Bhagwat
Trainings

4. Types of Sales professionals
• The Rejection Dreader
• The Militant Closer
• The Sales Scholar
• The Phony
• The Overcooked Casualty
• The Professional
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5. Introduction to SPIN Selling
• Situation Questions
• Problem Questions
• Implication Questions
• Need-payoff Questions
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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
negotiation
• Prepare options rather than ultimatums
• Get comfortable with silence
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• 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
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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