Blackholes in Customer’s Mind

  The customer’s brain has a fatigue factor. Psychologists say that when a customer assesses 7 options in continuity for a given product range or service his mind is said to suffer from fatigue. It is therefore important for salesperson to understand that they would make a smart move by demonstrating the product which they…

Prospect Everyday in Sales

It is cool to be in Sales and practice the function of “Prospecting” everyday. What are the advantages of Prospecting everyday? Pipeline of “leads” is never dry. Frustration of “yesterday” does not speak on “today” Helps you keep your ear close to the ground Probability of making a “sale” everyday goes high Understanding of old…

Salesman dosn’t know the Answer

Salespersons are not expected to know the right answers before they go for the sales call. I have found a lot of salesperson nervous before making the sales call. When encountered , they said that they are nervous because they do not have enough product knowledge to be able to answer all the questions that…

15 Insights into Sales Function

Recruitment, Retention and Results from Sales persons is not possible without a structured process of Sales Management. The Sales Manager must be very clear about the Sales Metrics which needs to be Monitored, Maintained and Measured respectively, failing which it is often a wild goose chase. Salespersons across the world need a daily dose of…

Sales Ka Doctor

In my practice as a Sales Coach and Mentor , I have come across the following most common symptoms in customers who suffer from “Salophobia”: Inability to recruit the right salespersons that could be retained in the system to deliver desirable results. Every day sales management practices were either misunderstood or not understood at all.…

A Salespersons Desire

I represent the community of salespersons on earth who has always practiced its profession with utmost sincerity of purpose and zeal of performance. My interaction with my prospects in the past often makes me desire one or all of the following from them. They should speak their mind out without any camouflage. They should trust…

Express 2 Excite Prospects

Which of the following applies to you as a salesperson when you EXPRESS facts and figures to your customers: Do you express to impress? Do you express to explain yourself better? Do you express to elucidate your point? Do you express to excite? Do you just express without any game plan in mind? These are…

Customer Complaint is a gift

When every you receive one complaint from a customer , you must understand that only 5% customers find time and energy to reach you. The other 95% complaining customers do not even come to you. It is therefore of paramount importance to deal with each and every customer complaint with utmost seriousness. The attitude to…

Opening a Sales Depot

In Channel of Distribution, one often encounters a situation where one opens a depot in a location which was getting difficult to service from base depot. The following things must be kept in mind while opening a depot from sales point of view: Your depot is never going to excite a distributor in the new…