SELLING SKILLS AND

SELLING STRATEGIES
Selling
Most challenging profession

One of the most difficult jobs

Determines fate of the organization

Costs less to sell to the old customers



Theory Of Diffusion of Innovation



Innovators
2.5%
Early
Adopters
13.5%
Early
Majority
34%
Late
Majority
34%
Laggards
16%
Venturesome
Risk taking
Opinion
Leaders
Adopt
carefully
Adopt before
average
person
Skeptical
Only after
majority has tried
Traditional
Suspicious

Blake & Mouton- Selling & Buying styles

9

8

7

6

5

4

3

2

1 1 2 3 4 5 6 7 8 9


1,9 People oriented
Personal bond
5,5 Sales technique
Oriented(balanced)
1,1 Take it or leave it
9,9 Problem solving
oriented
9,1 Push the product
oriented
Concerned for sale
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Blake & Mouton- Selling & Buying styles

1,1) Take it or Leave it
I place the product before the customer and it sells itself as and
when it comes.
(9,1) Push the product Oriented
I take challenge of the customer and hard sell him, polling on all
the pressure it takes to make him buy
(9,9) Problem Solving Oriented
I consult with the customer so as to inform myself of all the needs
in his situation that my products can satisfy. We work towards a
sound purchase decision on his part


Blake & Mouton- Selling & Buying styles

(1,9) People Oriented
I am customers friend,
I want to understand him and respond to his feelings and
interests so that he will like me. It is the personal bond that leads
him to purchase from me.

(5,5) Sales technique Oriented
Balanced view of sales & customer concern

Negotiations
Occurs- when someone else has what you
want

Purpose- mutually acceptable solutions

Majority of selling is done without a list
price
Negotiation Tactics

Styles of Negotiations ( 4 different
styles)


I win you lose (Used often)
Both of us win

You win I lose ( used sometimes)
Both of us lose ( rarely used)

Out of the four, the style that is typically used for
customers, suppliers, employees is both of us win or
win-win




The Communication Process
The Communication Process
Sender: The party sending the message to
another party

Encoding: The process of putting thought
into symbolic form

Message: actual message


The Communication Process
Media: The communication channels
selected

Decoding: a consumer interprets the words
and illustrations

Receiver: The party receiving the message
sent by another party

The Communication Process
Response: The reactions of the receiver
after being exposed to the message
awareness or buying, or doing nothing

Feedback: The part of the receivers
response communicated back to the sender

Noise: The unplanned static or distortion
during the communication process

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