Good to Start?

I come across lot of youngsters who carry their head over their shoulders and have the awareness and acumen to “Think Fresh” and “Think Big” about their future. They are toying with some brilliant ideas of entrepreneurship and keep on asking themselves this question: Question: Is it Good Enough to Start? Answer: I need some…

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Gabbar and Basanti in Sales Call

In a typical sales situation, there are two roles to be played a) Gabbar Singh (as in Bollywood movie “Sholay”) b) Basanti (as in Bollywood movie “Sholay”) Amongst the salesperson and the prospect it is for each to decide as to what role would they like to play respectively. As a salesperson I am always…

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The Logic of Giving Discounts

Every customer considers it as his birthright to ask for discounts at the end of the sales process. (Many even start asking for discounts in between the sales process and I presume that smart salespeople do not negotiate unless the right time of negotiation starts) In this blog , I will try and list down…

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The Probability of Sales

In as much as all of us would like to feel and think that Sales is an outcome of a judicious skill to smartly talk the customer into a product or service, in actual fact , Sales is the outcome of the probability of RIGHT PRODUCT being offered to the RIGHT PERSON at the RIGHT…

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Dealing with Irrational Customers

The irrational behaviour of customers are best handled by understanding the rationale behind them. Let us quickly look at what all does a salesperson call irrational as far as customer buying behaviour is concerned? (My one liner solutions are mentioned with each apparent irrational behaviour of customers) 1. Customer is not able to see value…

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Think Inside the Box

  The box of Sales Management must be in place before one starts innovating outside the box. Let us briefly look within the box of sales management and arrive at a checklist for the same. 1. No of salespersons in the team should be able to make (Target X 19) no of calls in a…

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15 Sales Sermons for SME’s

Differentiate or Die Leverage on your weakness. Challenge your customer with your proposal Learn to say NO and move on to the right prospect rather than wasting time with the wrong contact. Become your Brand Ambassador Think like an Entrepreneur. Be Frugal with your time and resources. No from Customer does not mean so always.…

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Strategy is a Fashionable Word.

Strategy is very often used as a synonym of Planning. The fashionable use of this word sometimes takes away the meaning of the very concept. The best way to explain the practice this concept is through the 4P method of Prepare, Plan, Practice and Perfect. Under each of these headings, one needs to ask oneself…

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