Sales is a Probability

Sales is always a probability of meeting the “right person” at the “right time” with the “right offering”. Does this mean that “Selling Skills” is a misnomer? Of course not. Selling skills is required on the probable subset of prospects who are ready to talk to you and listen to your sales story. If it…

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The Santa Claus in Salespersons

Santa Claus represents Evangelists who bring happiness to peoples life with a “No Conditions Apply!” approach. It will be a good idea for all salespersons to become Santa on X-Mas day in one or all of the following ways: It is important for all Salespersons to re look on their Sales Karma’s on this day…

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Hold the Bull by its Horn

There are some big customers who try to bully you just because they have a huge order in store for you or maybe because their order is going to make or mar your sales month. The behavior of such customers bears analogy to the behavior of a bull – unreasonably forceful and demanding! If you…

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Express 2 Excite Prospects

Which of the following applies to you as a salesperson when you EXPRESS facts and figures to your customers: These are different style followed by different salespersons. I strongly recommend that a good salesperson should “Express2Excite” a prospect. Express2Excite Unless the person is excited to talk to you, the latter will not extend a listening…

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“MisUsing” Consultants

Do not waste money on Consultants, if you have decided that you will never USE their services and will always end up paying their fees for MISUSING them. In my experience as a practicing Sales Management Consultant for the last 17 years, I do come across clients who have the following to say: Whenever I…

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What is the Right Price?

“It never gets good enough to stop us from asking for better.” It is never the customer who will decide the right price because they are always stuck up in the circle of “good-better-best”. The Seller has to decide the right price and that is final. The important thing to understand is that how does…

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Understanding Key Accounts

K.A.M. (Key Account Manager) must understand his account well in terms of K.A.M. selling is triggered by Relationship Selling. I strongly recommend all KAM Managers to follow S.W.I.T.S. for nurturing Relationships. Sorry – Take Targets of number of times that you will say “Sorry” to your client today. When you want to say “Sorry”, you…

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Less is equal to More

In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on. How do you convert this situation of “LESS” into “MORE”? The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per day)…

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