Effective communication, negotiation and selling skills Unit name: Make a presentation Unit code: BSBCMM401A Student’s name: XinyangYu Student ID: C62253
Communication: • Importance of communication • 4 ways to improve communication skills • Negotiation: • 5 Ways To Negotiate More Effectively • Selling skills: • 5 Selling Skills
Importance of communication • Communication is extremely important within a business and is what every good business should be built upon.
Communication makes a business grow and develop, it gives a company the chance to inform, educate or instruct.
1. Talk less, hear more. • We want to be heard and listened to but we don't always concentrate on listening to others. We focus more on our agenda than on the other person’s concerns or issues. • 2. Don’t shot the messenger. • we often pass judgment on the speaker and disregard the message. Concentrate on the message not the messenger.
3. Avoid mind reading. • Before assuming the other knows what you want, first inform and then ask for feedback. • 4. Stop pushing. • look for areas of mutual agreement. Then work from there to create a greater outcome.
Negotiation • Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.
1 Learn to flinch. • A flinch is a visible reaction to an offer or price. • 2 Recognize that people often ask for more than they expect to get. • This means you need to resist the temptation to automatically reduce your price or offer a discount.
3 The person with the most information usually does better. • This is a particularly important negotiation tactic for sales people. • 4 Practice at every opportunity. • Develop this confidence by negotiating more frequently.
5 Maintain your walk away power. • It is better to walk away from a sale rather than make too large a concession or give a deep discount your product or service.
Selling Skills • Effective Selling Skills That Win Sales
5 Selling Skills • Managing the Buyer/Seller Relationship • sellers must manage the sales process so it is in sync with the buyer's process. • Sales Call Planning • Results improve dramatically when salespeople stop winging it and learn to use a consistent, proven sales call planning process.
Sales Questioning Skills • Knowing how to ask the Best Sales Questions at every stage of the sales cycle. • Sales Presentation Skills • Action Selling shows sales people how to present powerful Company and Product solutions that customers love.
Gaining Commitment • No sales call is successful unless the customer commits to take some action that will move the sales process forward.