Customer Buys to Mitigate Risk

Customers do not buy a product or service for any one of the following reasons: a) He likes the product / service b) He needs the product / service c) He desires the product/service d) He wants the product/service e) He loves the product/service Customer buy’s a product or service to mitigate a risk. If…

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Who is your Customer?

  The naive answer to this question could be “anyone willing to buy my product or service is my customer” or “anyone who has a need which can be fulfilled by my product or service is my customer”. I would not like to enter into a debate by saying that these answers are wrong. Nevertheless…

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Prospect Engagement Model

Leads which have a potential to buy your product or service but have not yet decided to do so are known as prospects. These prospects who say “NO” to the sales call need to be suitable engaged on a “Journey from No to Yes”. How does one do this? We have to conduct a “From…

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Sale is complete with Payment

  Many sales persons, especially in Industrial Selling where the sales cycles are long, tend to believe that once order is received the job of Sales Dept is over. Subsequently if payment is delayed they try to blame the service departments for the same. You may be lucky to be working in an organisation which…

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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: Meet, Greet Customers unsolicited and offer a free check up or service call. Drop a…

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Sell On Your Own Terms

We are cruising in to a new year and it is good time to ask ourselves Do we Sell as Sales Professionals ? Do we sell like Sales Clerks? When you bag an order at the buyers terms and conditions you have just dug a grave for yourself. By the time you fulfill customers terms…

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Do you Reject Customers?

In Direct Selling, you have 3 options once you encounter a customer SELECT, REJECT, COLLABORATE While all of us would love to select every prospect that we encounter, it is unreasonable to think that such a thing can happen. It is important for us to understand that a) Either the salesperson rejects a prospect b)…

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Code of Conduct – Sales Dept

This is a golden opportunity. Let us use the new year to infuse a code of conduct for our Sales Dept. A written code of conduct which is monitored at individual level for all members of Sales Dept has yielded great results in promoting the right “Karmas of Sales” in the team, Dos Uphold and…

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Great Sales Karmas

Be choosy and classy while selecting a customer from amongst prospects. Talk in phrases with customer. Listen to his paragraphs aggressively. Stop believing that discounts close orders. Customers buy your product to mitigate some risk at his end. Your happiness and excitement should not show on your face when you close an order. Celebrate every…

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