Effective Selling and Negotiation Skills D…

TABLE OF CONTENT INTRODUCTION .............................................................................................................. 3 DIFFERENCE BETWEEN SALES PERSON AND BUSINESS ENABLER .................... 3 MYTHOS OF A SALES CONSULTANT.......................................................................... 4 THE SALES CYCLE ........................................................................................................... 6 GOAL SETTING................................................................................................................. 7 LONG TAIL ........................................................................................................................ 9 COMMUNICATION SKILLS............................................................................................ 9 THE COMMUNICATION PROCESS ............................................................................ 13 TRANSACTIONAL ANALYSIS ..................................................................................... 14 TRANSACTIONAL ANALYSIS MODEL...................................................................... 16 DISC .................................................................................................................................. 19 CUSTOMER...................................................................................................................... 20 INTERNAL CUSTOMERS AND EXTERNAL CUSTOMERS ...................................... 22 NEGOTIATING FOR SUCCESS ..................................................................................... 24 ACCOUNT MAPPING.................................................................................................... 28 RELATIONSHIP VS. POTENTIAL GRID...................................................................... 29 CONCLUSION................................................................................................................. 30

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