Selling and Negotiation Skills

Want to improve your selling and negotiation skills? Watch this amazing video in which Dr. Vivek Bindra is talking in detail about the 3 C's of communication- Connect, Convey, and Convince. He explains how most of the salesmen spend their time conveying and convincing rather than connecting. Building a connection is crucial to becoming a successful salesman.

Conventional salespeople convey 90%, customer is convinced 10-20%. They miss connect. Focus on connecting, not conveying and convincing. Foundation and root is in connecting. Relationship selling (firm). Transactional selling (not firm).

1) Connecting; WIIIFM. What is in it for me. Both are sitting apart with their expectations.

2) NIC need interest concern understand your client's NIC.

3) Seek first to understand, then to be understood can be defined as “Having a frame of mind and heart that empathically listens to others first before seeking to be understood in all human interactions.”

Probing, open ended questions are tools. They will navigate you to his challenges. The degree you provide solution for his challenges, he will be connected. Now you are consultant, not salesperson. Knowing needs and providing solution. Right need analysis, gap analysis will lead you to offer him right product.

When understanding is developed, convincing is not a problem. Consultative selling.

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