https://www.123articleonline.com/rss/author/220804/paradigm-trainersArticles written by Paradigm Trainers from 123ArticleOnline.comen-usCopyright (c) 123ArticleOnline.com All rights reserved. https://www.123articleonline.com/articles/1302084/batna-the-tool-to-improve-your-negotiating-leverage 'Rajeev, we have been given a mandate by our management. Due to the Covid-19 crisis leading to a steep fall in customer demand, you are expected to reduce the price of your cutting tools by 50%,' said Mr. Padmanabhan, (the purchase manager of Shockproof, a shock absorber manufacturing company from Delhi) adding a veiled threat, 'else we have no choice but to switch over to the competition.' Rajeev is a technocrat running 'Techno Enterprises,' a MSME manufacturing cutting tools enterprise with a turnover of around Rs. 10 crores. When asked about the customer details, he shared that 'Shockproof' is a major supplier of shock absorbers with a turnover of ₹ 1000 crores catering mainly for the two wheeler industry. https://www.123articleonline.com/articles/1296379/behavioural-dynamics-of-personal-selling Sometimes salespeople may not be aware of their behaviour which might be perceived as inappropriate by their customers. The article discusses the various modalities in Neuro-Linguistic Programming (NLP) for behaviour and Attitude modification for effective customer interaction https://www.123articleonline.com/articles/1305519/blindspot-and-bias The opening slides in my Value-Selling program read as follows: The main objective of the program is to help you improve the Top-Line and Bottom-Line performance. When the training program commenced the conversation between the trainer and the participants used to be on the following lines: T: Is the objective clear? P: Yes. T: Do you need any clarification? P: No. T: Can I go to the next slide? P: Yes please. https://www.123articleonline.com/articles/1163366/does-reverse-selling-appeal-to-customersinvestors These are some reasons why you should not buy my solution? What would be your prospective customer's reaction if your introductory slide were to have the above message? Most of the managers feel that the above is nothing short of a Harakiri! https://www.123articleonline.com/articles/1295262/value-selling-for-premium-products-and-solutions The program covers the 7-Step TAPANB Value selling framework. It helps the salespeople is exploring new customers with confidence, develop an engaging conversation by building trust, develop the clear needs by identifying the precise pain points. The skills enable them in managing objections effectively and thus closing orders with a good margin. The program is practical where people undergo real-life role plays to bring a desired change in attitude and behaviour towards becoming a confident and proactive sales executive.