Selling in the Rains

The compensation of a salesperson does not change in any ways with seasons. If this is true, the input as well as output expected from the salesperson by the employer across seasons will be same. I have seen that in “Rainy Season” the efficiency and effectiveness of salespersons drop down although I do not see…

Details

Does your customer trust you?

  It is very important that your customer trusts you. What are the levels of trust that a customer can have on you? Level 1 Trust: Commodity :The customer pays money for a product or service that you deliver. Level 2 Trust: Transactional : The customer does more than one transaction with you and trusts…

Details

Deal with Emotions, not Products!

  Salespersons are human beings and customers are also human beings. When the two meet and talk , it is an exchange of emotions first and then finally an exchange of facts, figures , product and technology. Isn’t it? If yes, Do you empower yourself to handle your emotions as well as align the same…

Details

Help Purchase, Don’t Sell!

  This is a very old dilemma in the minds of salespersons – “To sell or To help Purchase!” For me, trying to sell something is a fruitless exercise for a salesperson. What all should I do as a salesperson , if I am trying to help my customers purchase? How can I help my…

Details

Where do you get Customers?

Salespersons are always grappling for an answer to the question Where does one get Customers? Target Group (TG) TG is defined by Demographics, Psychographics, Firmographics and Income-graphics of the prospect who would like to buy your product or service. a) Demographics : Where do they stay? Where do they come from? b) Psychographics: What is…

Details

Understanding Key Accounts

    K.A.M. (Key Account Manager) must understand his account well in terms of a) Official Organisation Chart b) Decision Making Flow in the organisation c) Political centers of pseudo power d) Authorization pattern for the order e) Existing Competition and the respective Man Fridays for each competition K.A.M. selling is triggered by Relationship Selling.…

Details

Gap Analysis in Sales

  What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…

Details