Ronald Aniceto is a marketing expert with experience in digital marketing, content marketing, and partnerships with major companies. The document provides an overview of negotiation and selling skills, including 8 important parts of selling: 1) Creating a need, 2) Mentioning features and benefits, 3) Asking questions rather than talking, 4) Getting the client to agree with you, 5) Summarizing the sales conversation, 6) Closing with a commitment, 7) Handling objections, and 8) Personalizing your style. Examples are given for each part to demonstrate effective sales techniques.

2. RONALD ANICETO
MARKETING
IMC, DIGITAL MARKETING, M-COMMERCE,CONTENT
MARKETING STRATEGY.
PAST CLIENTS / PARTNERSHIPS
SMART, COKE, PEPSI, NOKIA, RFM CORP.,MICROSOFT,
PLDT, 7-11, ETC.

3. Negotiating means….
 Talk
 Discuss
 Confer
 Consult
 Bargain
 Agree
 Settle
 Collaborate
 Reach a deal

4. Selling…the best way to get what
you want..
 Sale
 Transaction
 Deal
 Trade
 Vending

5. Basic Selling Skills
(30-day Dale Carnegie Strategy Course)
Important Parts of Selling
1. Creating a need
2. Mention features and benefits
3. To sell is to ask, not talk
4. Making the client “agree” with you
5. Summarizing the sales conversation
6. Ending with a commitment
7. Handling objections
8. (Personalizing your speech)

6. I. Creating a need
 Need- require, want, necessitate, could do
with, have to, must have, should and ought,
essential
1. Start with a question (answerable by YES)
that will lead to realizing a NEED for your
products

7. Let’s look at some
scenarios If I can help save you thousands of dollars, will you give me a
chance to explain how?
• If I can show you to cut your cost on travels, and still meet
with your clients, would you be interested?
• My cellphone can make calls for FREE anywhere, anytime
even around the world. Would you like to buy it?
• A TV placement cost 65,000 per 30-seconder, effectively you
need 8 per day hence that’s 15,600,000. But I have a package
at 600,000 and gives you the same media exposure.
Interested?
YOUR TURN

8. II. Mention features and benefits
 Feature – mark, quality, element, highlight,
characteristics, trait, aspect
 Benefit- advantage, gain, do good for, help,
profit, promote

9. Let’s look at some examples
 My shaver has double blade; so it gives me a closer
shave.
 My tennis racquet has a bigger head; so I can hit the ball
better.
 My event is strategically scheduled in different malls, so
it gives you exposure in different areas and markets.
 My advertising is on print, TV, and radio, therefore it
gives your product better exposure in all markets
effectively at a given time.
YOUR TURN

10. III. Always ask questions
 Rule of thumb: Always ask questions answerable
by YES
IV. Making the client “agree” with you

11. Let’s look at some
examples You will agree with me, that a double blade will give a closer
shave than a single blade, right?
 It is true that a bigger racquet head has a higher percentage
hit, yes?
 My tri-media advertising will hit a bigger market at a given
time than your single print ad, right?
 You will agree with me that a mall event hits the day-time
crowd better than TV, specially the working crowd during
lunch hour?
YOUR TURN

12. V. Summarize your sales speech
Creating a need…..
 “If I can show you a strategy for you to save thousands, and still
advertise effectively, would you buy into it?
Ask questions, and feature/benefits answerable by “yes.”……
 A tri-media exposure gets to a wider market anytime vs. a single
print ad, right
 As a sponsor in my below the line advertising, will give your
products better exposure in all media at 50% of your cost, yes?
 Therefore, you agree with me that a major sponsorship with your
budget during my 6 month media campaign s the most effective
approach for your kind of product?

13. VI. Close with a commitment
Various scenarios:
 So…we have a deal (with a handshake)?
 Can I send you a contract tomorrow?
 then if you are willing to sign now, I’ll get you a 50%
discount?
 If you don’t have anything to ask me, then we’re ok?
 This is a good deal, right?

14. VI. Handling objections
 Objection – opposition, protest, doubt, hostility,
disagreement of sorts
 Happens when the customer says ‘No’ or
disagree with your premise.
Rule of thumb:
 First agree with his/her comment/s, and explain
insisting on your argument why your reason is
better.

15. Example
You:
As a sponsor in my below the line advertising, will give
your products better exposure in all media at 50% of your
cost, yes?
Customer:
No. I have doubts about the effectivity of your project as
a good advertising medium. It may not address my 50%
cost cutting attributes.
You:
I agree. But 600,000 is lot lot cheaper than 15M right?
And therefore, it does saves you a whole lot of money,
right?

16. VIII. Personalizing your style
1. Don’t make it your strategy so obvious.
2. Allow the strategy to fit your personality
3. Some “body language” may apply for you with some people.
4. Use a language or way of speech you are comfortable with
5. Use this strategy on the phone,
6. Use when talking friends into something as a practice.