“MisUsing” Consultants

Do not waste money on Consultants, if you have decided that you will never USE their services and will always end up paying their fees for MISUSING them. In my experience as a practicing Sales Management Consultant for the last 17 years, I do come across clients who have the following to say: I know…

What is the Right Price?

“It never gets good enough to stop us from asking for better.” It is never the customer who will decide the right price because they are always stuck up in the circle of “good-better-best”. The Seller has to decide the right price and that is final. The important thing to understand is that how does…

Top 10 ideas to raise Sales Effectiveness

Sales Effectiveness is not guaranteed on the merit of the product alone. It is a conscious exercise keeping in mind the following 10 ideas. Selection – Recruiting and selecting the right talent needed for each sales position is the single most important skill of sales management. Raising the Bar- Sales and service improvement is an…

12 Metrics Sales Should Track to Stay Accountable

Quantity Metrics 1) Reach: Reach is the total of a company’s email database, social media following, blog subscribers — anyone the company can reach with content or marketing messages. This metric is key because it measures the width at the very top of the sales and marketing funnel. 2) Leads Generated: The most typical marketing…

Lose to Win in Sales Negotiations

Please answer the following questions after reading the blog below: Without anyone losing, how does one arrive at Win-Win situation? What is your opinion on this? What is the objective behind clarification of goals by either side? Once you clear your goal, will it not divulge your internal stand on how to direct the negotiation…

The Science of Sales Negotiations

Questions to Answer What are areas of possible flexibility? Does it mean giving more discount? If not, what else? Getting the order or winning the negotiation is a goal. What else are objectives defined above in the Preparation sub heading? How do you exchange positions because the negotiator on the other side will never allow…

Salespersons must be Influencers

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers. Which of the following do you do to ensure that you develop Persuasive skills in yourself? Sit on the customers mind like a bee on flower Stick…

BATNA in Sales Negotiations

Answer the following questions to yourself What is BATNA? Have you read anything about BATNA? If not, please refer to Google for the same. What is the best possible outcome for a buyer? What is the worst possible outcome for a buyer? What is the best possible outcome for a seller? What is the worst…

12 Commandments of Sales Negotiations

Negotiation is not a sport where one wins and the other loses. I dont mind losing something which is negotiable. I will never lose something which is non negotiable. I challenge someones opinion by finding a common ground and not by debating viewpoints I understand the concept of BATNA. Buyers BATNA and Sellers BATNA. I…

Cannot delegate Responsibility in Sales

When it comes to taking responsibility, the top leadership of a sales team hardly ever take responsibility for the Team Selects the sales person and sales managers after judiciously screening them The leadership team trains the newly inducted sales team with all the competency at their command The leadership team decides the sales pitch ,…