Negotiating Skills

1. Negotiation Skills

2. Negotiating is the process of COMMUNICATING back
and forth for the purpose of reaching a joint
agreement about needs or ideas

3. There are minimum 2 parties involved in
the negotiation process

4. Though the parties have the same
degree of interest, they initially start
with different opinions and
objectives

5. Each party has
some
influence or
power – real
or assumed –
over the
other’s ability
to act

6. CHARACTERISTICS OF AN EFFECTIVE
NEGOTIATOR
Should be a
good learner
and observer

7. Should be open and
flexible and yet firm

8. Exercise
great
patience,
coolness
and
maturity

9. Should possess
leadership qualities

10. Should control emotions and not
show weaknesses.

11. Should
bargain
from the
position of
strength

12. More on Benefits

13. HELLO!
Sell me this pen.

14. Sell Me This Pen and
Three Types of Sales
Techniques

15. 4
▸Sell me this pen. Possibly
the best sales one liner in
history. Haven’t heard it
before?
Sell Me This Pen
▸In the last ten years, more
sales leaders have used this
question as part of their
interview process to whittle out
the can-dos from the can-not’s

16. 5
▸The “Sell me this Pen” brings
to the fore Three Types of
Selling Styles that are
typically used by the
standard salesperson – one
of which is the most desired
Sell Me This Pen

17. 6
▸The first is known as value
added selling where a
candidate attempts to create
interest by highlighting the
various features of the product
which make it desirable.
Sell Me This
Pen: Value
Added Selling

18. ▸“This pen is gold – that positions you as
a person of value to your peers.”
7
▸“This pen has refillable ink cartridges so
you never need to buy a new one.”
Sell Me This
Pen: Value
Add95% of people who have never had
any experience selling will utilize this
method
▸

19. ▸The problem with value based selling
is that you show zero knowledge of
what the buyer feels is important.
8

20. ▸The next evolution in this method
is solution based selling – where a
candidate successfully asks questions
about what I look for in a pen, if I have
any problems with my current writing
apparatus to build the case for this pen to
solve my needs.
9

21. ▸What is the most important thing for
you when it comes to buying a pen?”
10
▸“What color pen are you in the
market for
Based Selling “What were the strengths and
▸
weaknesses of the last pen you
owned?”

22. ▸Candidates with an enterprise sales
background normally demonstrate a
strength in this area.
11
▸Many People hit a roadblock when the
questions they ask may lead to a
conclusion that they need a product which
the seller doesn’t have E.g. i.e. a red pen
instead of a black one.
Sell Me This
Pen: Solution
Based Selling

23. ▸This is why it is important to find reps who
demonstrate the third technique – problem
creation.
12
▸Instead of asking open questions, they
establish a clear ‘ladder’ for buyers to follow
using questions which place the prospect in
a mental state where they begin to feel a
problem they didn’t realise they had
originally.
Sell Me This
Pen: Problem
Creation

24. ▸Ultimately the buyer arrives at a pre-set
conclusion which the sales representative
has orchestrated
13
Sell Me This
Pen: Problem
Creation

25. 14
Question In Interview
Sell Me this Pen
Takes the pen and keeps it in his Pocket
Sell Me This
Pen: Sir Can you write your name on this peace of paper
No Problem I will sell you one
But I don’t have Pen

26. More on Benefits

27. Should know and
anticipate the
pros and cons of
other parties
each move and
its repercussions

28. Should build
trust and
confidence

29. Should have clear cut
goals and objectives

34. Should be able to
grasp the situation
from many
dimensions

35. Should know human
psychology and face
reading

36. Should
not be
doubtful

37. Should plan and prepare
thoroughly
with relevant data
and information to
avoid blank mind
in the process

38. Should radiate energy
and enthusiasm and
must be in a position to
empathize with his
opponents

39. Should be a
patient
listener

47. Silence

48. If they interrupt, pause for a few
seconds after they finish

49. Should know how to
create the momentum for
the negotiations and must
know when to exit and
where to exit by closing
the talks successfully

50. Almost every thing is
Negotiable when we have…

51. Confidence

53. Communication Skills

54. Q & A