Make a presentation(BSBCMM401A)

1. Make a presentation(BSBCMM401A) How to be a effective and successful sales person?

2. How to become successful and effective? • Good communication skill • Good negotiation skill • Good selling skill

3. The definition of the Communication • Which is the ability to use language( receptive ) and express(expressive)information; It is the set of skills that enables a person to convey information so that it is received and understood; Communication skills includes lip reading, finger-spelling, sign language; for interpersonal skills use, interpersonal relations.

4. Why the Communication is important? • Communication is a very important aspect of the human life, since it is the communication that helps human beings to connect with each other as individuals and as independent groups. Communication is the very basis, which drives the process of development in all the fields.

5. Good Communication • Taking responsibility for one’s messages • Preparing to listen • Encouraging the speaker to speak more • Reflecting on what the speaker has to say • Adapting to difference of opinions • Being open minded • Acknowledging differences • Assessing without being judgmental • Accepting feedback • Being assertive • Ability to share one’s thoughts

6. Good Communication • Sharing one’s feeling • Conveying to others a message without commanding or dictating terms • Being aware of the information coming in • Maintaining a communication wheel of conclusions, sense data, emotions, impact and desire • Calm repetition to drive in a message • Addressing people by their name • Ability to explain a concept differently so that all those present understand it at their level • Ability to resolve conflicts so that it is a win-win for all • Ability to be concise and clear • Ability to convey thoughts in a focused and concrete manner

7. Communicating for success

8. The definition of the Negotiation • It is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures • Which occurs between spouses, parents and children, managers and staff, employers and employees, professionals and clients, within and between organizations and between agencies and the public • It is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns.

9. Why the Negotiation is important? • At one point or another, you may have realized that in your communication and interaction with the people around you, there are times when you could not agree on something and you would prefer to have it your way more than what the other person suggests or wants. • Negotiation is a skill that most everyone uses often in life. Whether you are negotiating the best deal for your new car, or you are negotiating with your spouse on who is doing the dishes that night, skills to swing the deal in your favor come in handy. Negotiation skills are important for everyone, no matter what they do for a living, for many reasons.

10. What make a good negotiator? Principles : • Know what you want, and what you would be prepared to accept • Be open • Listen, seek to understand, then seek to be understood • Seek win-win • Keep positive • Keep respect • Keep calm • Use reason and logic, not dogma • Look for shared goals Strategy: • Prepare • State your position clearly, highlight its strengths • Build on common ground, start small • Isolate areas of difficulty • Bank provisional agreements

11. Definition of the selling? • Sellingis a process of persuasion to get a prospect to take action. • is an exchange of goods or services for money. • is walking the road of agreement with the customer. • is a transaction. • is relationship building. • is a consultative process. • is hustling. • is all about trust

12. Become more skilled and advanced in selling, you willlearn how to: • Determine customers’ needs, wants, and buying motives • Open and close sales • Question customers • Handle customer objections • Suggest additional or substitute items • Demonstrate products • Follow up on sales

13. Several points contributes to sales success: • Education and training • Self-motivation • Self-confidence • Product knowledge • Customer knowledge • Ethics • Persistence and patience • Selling skills • Belief in selling as a service • Communication skills • Creativity • Personal appearance

14. Summary: • Communication, negotiation and selling skills, between this three, it is a progressive relationship. • If want to be a effective and successful person, you should own this three skills, this three is indispensable.

15. Thank you for your listening! Do you have any question???