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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Gap Analysis in Sales

  What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…

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Sales Opportunity Hunting

  All salespersons on mother Earth is always hunting for good opportunities to sell and do more business. The billion dollar questions is Where do you find sales opportunities? If there was an address where one could locate sales opportunities, I am sure our tribe of sales professionals would have climbed Mountain Everest everyday for…

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Successful Salespersons are Mad

  All Successful Salespersons are Mad. All Mad persons are not successful! Success in Sales comes out of a lot of madness, eccentricity,passion, zeal and enthusiasm to perform. It is never a pleasure to “climb the wall” as the only solution always to move ahead. Salespersons master in this to the extent that they enjoy…

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