Sales & Services of

Financial Instruments
Vishal Bhojani
10 Magical Sales Tips and Why they Work
• No is Just and Information
• Relationship is Everything
• Your Attitude determines Your Altitude
• Harder You Work , Luckier You Get
• Knowledge is Power
• Don’t Sell the Steak , Sell The Sizzle
• Honesty is the best Policy
• Its Not what You know , Its Who You know
• Get Obsessed on Your Product/Service
• Use Your Enthusiasm and always talk to Strangers
 SALES ROAD MAP
MIND SET SKILL SET

Self Discipline Closing

Prospecting
Optimism
Story Telling
Caring
Diagnosing
Competitiveness
Resourcefulness Negotiating
Initiative Business Acumen
Persistence & Communication Change Management
Accountability Leadership
NEGOTIATION

SKILLS
`
So What is Negotiation?

• You ask someone to agree to something

• You ask someone to do something

• You ask someone to get out of your way so you can do it Yourself

• In the end, it should be Win - Win

Negotiation Method

WISH

WANT

WALK
Negotiation Method

Your Want is where You thing your

negotiation will end up. Its where
majority of deals are closed
1.Making Wishes
• Its Your Goal – Your Dream result

• What is it that You would love to achieve

• Do not edit yourself. Do not Reject anything

• True Value : Its all in your mind

• Learn about Yourself

• To be a world – class Negotiator, be more of who YOU truly are

To Create Wishes, Use SYSTEM
• Specific

• You – centered

• Stretch

• Time – sensitive

• Everybody

• Manageable
2.Understanding Want
• It’s the place where You think the Negotiation is most likely to end
up

• The difference between Risk and Reward is Negotiation

If YOU want to share in the gain

YOU have to share in the pain.
If YOUR focus is to avoid pain,
YOU are going to sacrifice gain.
Wants – 3 most important words
1.VALUE:
This is YOUR mental picture of a things true worth. It rarely matches the price perfectly even
when you set the asking price. Value is what YOU imagine it to be. It is intensely personal. YOUR
wish is your idea of True value

2.PRICE :
This is the no at which things are bought and sold in the market place. It changes over time
and varies in different localities. It is your Want.

• Cost :
This is the expense to create the product and get it in the customers hand.Cost usually
defines the Walk Away for the seller
3. Your Walk – Away Point
• It’s the point when YOU are out of Negotiation

• Be sure to establish Your Walk Away point before You walk into the negotiating
room

• It comes last but it’s the first thing to Prepare

• It will put real Power behind YOUR position

• The single most effective thing YOU can do to create power in your position and
project power in your presentation is to establish your Walk –Away Point