selling & negociation skills
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Selling and Negociations Skills
Presented by Franck Ngahane
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Objective• To enable, empower you to be the best
salesperson you can be
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Expectations
• Be participative, Be Open,
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What selling means to you?
2min
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Share with a person next to you
2min
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Who is a seller?
2min
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Share with a person next to you
2min
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Are you a seller?
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A good seller always ask the right questions to his target
and customizes his product to be the right answer.
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The Golden Circle
HOW
WHAT
WHY
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The Golden Circle
HOW
WHAT
WHY
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The Golden Circle
WHY
HOW
WHAT
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«Is a promise of value to be delivered and a belief from the customer that value will be experienced».
The Value Proposition
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iGCDP
Target Value Proposition
NGOs Organizations
SchoolsAccess to international talents
CSR solutions
Companies Governments Foundations
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iGIP
Target Value Proposition
Companies Access to global top talent
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Negociation flow0. Preparation1. Arrival2. Waiting3. Icebreakers4. Connection points5. Cooperation opportunities6. Prices, contracts, questions7. Objection handling8. Summary, next steps9. Follow up, closing the deal
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PreparationInformation gathering
• Google• Newspaper, online
platforms• Webpage• CRM (past)• Contact, vision,
mission, profile etc.. connection points, reflect on them
What to bring• Business card (annual
report)• Product sheet• Sample contracts, JQ• Pen, (notebook)
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Arrival
• Be punctual• Ask the exact time, place, name etc.
at the end of the cc• Switch off your phone
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Waiting• Don’t make a stir• Your environment – connection points
(handouts, newspapers, brochures, pictures etc)
• If they offer some water, accept it• Prepare your stuff – notebook/pen,
business card, PS etc
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Negotiation• Icebreaker, what they’ve heard about @• Connection points, common things – goal:
present @ as it is relevant for them• Project/team introduction, reason for the
nego• Introduce the possible cooperations• Price, contracts, questions• Objection handling!• Sum-up
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Pay attention• Protokolls, be polite• Be elegant, business casual• Cellphone is OFF• Stand up when the partner comes in• Hand shake!!!!, 1st the partner tells his/her name, than you• Change BC on the table!• Don’t use @ abbreviations• Don’t show if you are nervous, hands not under the table• Speak understandable• If you are not sure in anything, tell him/her and ask it later
from the LCVPICX/LCVPER• Taking notes
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Principles• Equal partners• 80% - 20%• Ask and reflect on the previous information• Goal: find the connection points through the gained
information• Make the partner realized on his/her needs• About the partner• Questions – partner can find the answer with the
help/support of @• Follow-up – the goal is to build long term partnerships• DOCUMENTATION
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Connection points
• Network (global organization)
• Long term partnerships• Long term learning process• Leadership development,
leadership XP• Competency based
selection (EP and LT as well)
• Internationalism• Multicultural environment• Dynamism
• Responsibility• Values• Teamwork• Cost efficiency• Time efficiency• Market knowledge• Innovative view• Examples• Added value (win-win
situation)• Work of the projects,
teams
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Handling the objections
• We don’t have money…• Nobody speaks english• What can the trainee do?• We can’t afford another workforce• The job is not for students• We have bad XP with students• We don’t have time for it
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Summary• Sum it up• Talk about the next steps, DDLs• 3 corner rule
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Follow up• Output• CRM• Call them – build long term
partnership• Inkind: report, e-mails, thanks etc.• Closing the deals
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Questions?