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…

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sales management

8 Great Qualities of Sales Management

  All great salespersons are not great Sales Managers All Great Sales Managers are also Great Sales persons Any company which invests in its good salespersons to make them great sales managers are always blessed with more and more sales.   Ability to empower the sales team tomaximize the no of sales calls everyday. More…

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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…

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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 to…

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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…

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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…

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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.…

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