My 15 Beliefs in Sales

Beliefs are the foundation of your “attitude” which triggers “action” that yields into “Results”! It is therefore imperative to have a Belief system in Sales on the basis of which all your results are driven. I pen down in this blog some of my beliefs in the function of “Sales”. They have almost become like…

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Sales Funnel Management

When you do mass contact program, the contacts thus made, behaves like a funnel. Through effective storytelling, you meet members of your target group and make them aware of your product or service. Some of the aware customers develop interest in your product or service and we call such people as Leads.   The journey…

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The Mathematics of Selling

Demand Forecasting , Target Setting and Deadlines in Sales follows a mathematics which is fully backed by a scientific logic. Let us look at the following calculations to understand this phenomenon better: Planning before the month Total target for the month of August,2016 (for example) Rs. 1,00,000 Average Ticket Size (ATS) of business (for example)…

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Sales Metrics you must Measure

The Sales persons in your sales team needs to be compensated for every incremental effort that they put in the process of achieving your sales targets. The important thing here is to first list down all the sales metrics on which a salesperson can exhibit incremental efforts. Sales Metrics Min No of Sales Calls /…

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Customers never know their need

Customers never know what they need. They have a whole a set of wants and desires which are fulfilled by salespersons. How does the sales person do it? a) Does he con the customer into thinking that a particular want is his need? b) Does he fake a want to become need of the customer?…

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Customer Should Lead and Win.

In a Sales call it is often discussed whether a salesperson should lead in a discussion or trail in a discussion. Let me give you a few example so that you understand the difference between the phenomenon of “Leading” and “Trailing”. Case 1: Salesman is leading the discussion and gets caught in his own trap…

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The Bye laws for Sales Shooters

Smart Salespersons are often called as “Sharp Shooters” in jest. They are expected to shoot the doubt in a prospects mind whether he should buy a product or service or not to a point where he decides to buy the product or service. This game of sharp shooting comes with a set of bye laws…

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