Less is equal to More

  In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on. How do you convert this situation of “LESS” into “MORE”? The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per…

Prospect teach you about your business

  Business persons are clearly of two types. a) One class feels that they know a lot about their business. This class die as average business persons. b) Second class is always hungry for more knowledge about their business from others. This tribe flourish an entrepreneurs. Let me move ahead by assuming that this blog…

Customer Loyalty Index(CLI)

  The salespersons approach towards “Customer” depends on what you do with the customer between two consecutive sale made to the customer. Normally , it is the service engineer who often surfaces between two sales either for preventive or reactive maintenance. What possibly can be the agenda of the salesperson for such meetings? a) Training…

Sales is a Probability

  Sales is always a probability of meeting the “right person” at the “right time” with the “right offering”. Does this mean that “Selling Skills” is a misnomer? Of course not. Selling skills is required on the probable subset of prospects who are ready to talk to you and listen to your sales story. If…

Customer is never foolish

  A customer may be uneducated, uncouth or uninformed about your product or service. In the last 30 years of my sales career , I have never come across a single customer who was foolish.(A foolish person always seeks the advise of another person who is considered as less foolish than the former.) If they…

Sales Negotiation X-Change Kit

  Sales Negotiations can become very frustrating when the customer starts demanding his pound of flesh from a salesperson who has already given whatever he had to offer. This naked salesperson can only plead for mercy or beg for the order in a hopeless situation. It is important to note here that the salesperson need…