What is missing?

In a typical customer – salesperson interaction , there are many occasions wherein the customer likes your offer and most of the product explanation and cost justification but still does not buy the product. This leaves the salesperson wondering as to what is missing that he is not able to close the deal. If you…

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Unleash the Power of your Sales Team

Powerful Sales Team dissipate a lot of their positive energy in squandering their focus over multiple market segments and scattered prospect maps. The term “Unleash” means that somewhere the management is hindering the process of their realizing their full potential. The question is how to unleash? Let us look at the following steps: Right Person…

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Champions Dominate. Soldiers Compete.

Salespersons and Entrepreneurs of this world need to realise that “Competition” is meant to be dominated if you must win. Domination in the market place comes out of one or all of the following Visibility in market place. ( This is not just about advertisements.) Make news for your customers to read them. (Make one…

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Lord Krishna is a Salesperson

In Hindu mythology, there are many incarnations of God and it is seen that each one represent a core competency. For example, Lord Durga epitomises Shakti whereas Lord Hanuman symbolises faithfulness and power. Similarly Goddess Saraswati represents Knowledge whereas Goddess Lakshmi professes wealth. I can very confidently say that in this series of Hindu Gods…

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No One Knows it Better

The customer who is trying to buy a product or service at the other end of the spectrum perhaps knows it best but the question which I want to raise here is that in the overall bargain, “No one, but the salesperson knows it better!” What exactly are we talking about here? I am not…

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Slow and Steady is in the Race

When a new product in introduced in the market (Ref Fast Moving Consumer Goods) it is imperative to understand that acceptance of the product in the market is a pre-requisite to quantum of sales in the same. In our bid to expedite sales, we only end up Increasing the Primary and Secondary Sales Chocking the…

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Jhonny Jhonny, Yes Papa!

Jhonny Jhonny, Yes Papa Doing your work Yes, Papa! Getting Good Results No Papa! Why throw money? They fooled me – Ha Ha Ha! In the course of my profession as a Sales Management Consultant, we often come across Small and Medium Enterprises (SME) where the Gen Next is trying to take over the mantle…

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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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