Class 3 Flashcards
A successful deal
- Both parties reach an agreement
- Both parties benefit from a desirable outcome
- Sometimes many discussions are needed to find and reach an agreement. Process can be very long
Skills and caracteristics of a good salesman
- Active listening
- Interpersonal skills
- Emotional control - Emotional intelligence
- Verbal communication
- Problem solving
Five strategies for resolving contradictory interests
- Conflict : Achieve the goal by the mere use of power
- Renunciation: Abandon the objective not declared to the other party, in favor of the preservation or the achievement of tangible objectives of higher interest with this other party
- Persuasion: Aims to achieve the objective by convincing the other party of its interest to renounce it totally or partially.
- Circumvention: Achieve the objective by modifying the environment of the other party so that it undergoes a pressure causing it to give up
- Negociation: achieve the objective by finding a stable agreement through consultation with the other party. It is therefore a matter of overcoming conflicting interests through concerted action. Start from a no to an agreement. It is a commitment.
Sales (definition)
Selling is a work of listening and understanding the needs of customers or consumers, and looking for a solution that meets their needs.
Selling only starts with a no from the buyer
The art of selling
- Buying on emotion backed up by logic : Emotions x Intelligence
SPNCMF Framework
- Safety : risk reducing
- Pride : Enhance image
- Novelty : Be a pioneer
- Comfort : Simplicity, tranquility
- Money : ROI or savings
- Friendliness : Relationships
Social types (The Wilson Learning Model)
- Reflexive
- Demanding
- Cooperative
- Expansive
Argumentation (argument)
Is a feature:
- Transformed to an advantage
- Meets a customer’s requirement, need, motivation
- For which proof is given
Sales pitch
Document that groups together all the arguments that can be used to promote a product or service
Argumentation : FAB
- Features
- Advantages
- Benefits + Proof
Transform the features of the product into advantages then into a benefit for the client by bringing a proof
Sales pitch: 6 steps
- Taking the concept into account
- Identify the objectives
- Identify target and expectations
- Arguments and consumers advantages
- Counter arguments and objections
- Finalize the pitch: word or ppt document
7 types of proof
- Statistics
- Incident / example
- Witnesses
- Analogy
- Feature
- Exhibition
- Demonstration
Kraljic Model
2 axis:
y = importance of purchasing
x = complexity of supply market
Non critical items (efficiency) Leverage items (low price) Bottleneck items (contracts) Strategic items (form partnership)
Non-critical Items
- Buyer Seller power situation : balanced power, low level of interdependency
- Recommended purchasing strategy : reduce time and money spent on these products by enhancing product standardization and efficient processing
EX: BOLTS
Leverage Items
- Buyer Seller power situation : Buyer dominated, moderate level of interdependency
- Recommended purchasing strategy : Targeted pricing, umbrella agreement with preferred suppliers. Call-off orders are then placed as an administrative formality
EX: PLASTIC BOTTLES FOR COKE
