Quack Sales Trainers

Don’t learn sales from non salespersons I have seen lots of Sales Trainers who have actually never sold anything in their life. They just take the following statement too seriously and become Sales Trainers : “Everyone in this world is a salesperson and all of us always keep selling”. While this statement is very true…

Salesperson Must Listen Well

We have heard this many times in Sales – “Talk Less, Listen More”. What should we do to be able to achieve this deliverable in Sales?. Answer a question with a relevant question always. Learn to ask open ended questions to your customers. Start enjoying the journey of “arriving at the truth” rather than “telling…

My Sales Quotes

No is the best answer in Sales The function of Sales came into existence because customer does first say No to any sale. Salesmanship is the effort made to convert the No to Yes wherever possible. Proud to be a Salesman Salespersons that are not proud of their profession often look like beggars to a…

The Sales Managers Checklist in FMCG

This is the daily check list for a front line Sales Manager who works in FMCG Channel mode of distribution. Report to office 30 minutes before others reach office and visualise your plan for the day with your eyes closed. Submit reports and meet your boss for 30 minutes. Leave office premises latest by 1030am…

The RFV Factor in Sales

RFV is an acronym for Recency, Frequency and Value. When we design marketing campaigns, we have to customise these campaigns to specific target groups for best results rather than running a general campaign for all customers. RFV tool when used judiciously helps us arrive at the following combinations: What is the Frequency(F) of customers whose…

Salespersons are Selfish & Hungry

Selfish (What is in it for me?) and Hunger ( How much is enough?) are two guiding principles of any successful sales professional. What is in it for me? How do you generate leads from “Whats in it for me” marketing? If the salesperson goes to each of the following categories of Target group and…

Holi colours for Salespersons.

  The Hindu festival of Holi has a lot to teach to sales professionals. In fact, our forefathers who started the culture of Holi understood the core concepts of Customer Relationship Management so well. May be the management gurus took a leaf out of our forefathers and launched the concepts of CRM and Customer Service…

Everybody, Somebody,Nobody, Anybody

Whenever we have these 4 characters called Everybody, Somebody, Nobody and Anybody in any organisation, there is total lack of Accountability. The following cartoon will elucidate my feelings on this subject matter. The morale of the story is Even if there is some work which “Everyone” can do, still it must be assigned to “someone”…

Unpredictability in Sales is Predictable

Sales is a very exciting profession because the only thing that one can predict in Sales is its unpredictability. A sales professional is therefore expected to plan the unpredictability. What are the unpredictable elements in sales? Customer Demand Patterns Customer Buying Behaviour Customer Satisfaction Index Customer Loyalty factors Customer Attrition Rates Anti incumbency of a…