They Select as you Reject

  While hiring members in your sales team you set out with a view to select the best whereas the prospective candidate on the other side of the table is ready to reject you and finally select the best option left for them. This is indeed paradoxical. We need to understand whether we are in…

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Sell with an Attitude

You do not become a professional unless you carry the attitude of the given profession. One does not become a good model only by being beautiful. Similarly one does not become a great cricketer just be virtue of cricketing skills.The attitude differentiates a salesperson from a begging salesperson! Sell with an attitude. Do not beg.…

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Salespersons Serve with a Smile

The salesperson is expected to serve with a smile despite the number of rejections that they encounter during the course of their work. One has to fake a smile or it is seemingly impossible unless they educate themselves on the reason(s) for the smile. Let me share why I smile whenever I encounter a rejection…

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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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Blackholes in Customer’s Mind

  The customer’s brain has a fatigue factor. Psychologists say that when a customer assesses 7 options in continuity for a given product range or service his mind is said to suffer from fatigue. It is therefore important for salesperson to understand that they would make a smart move by demonstrating the product which they…

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Prospect Everyday in Sales

It is cool to be in Sales and practice the function of “Prospecting” everyday. What are the advantages of Prospecting everyday? Pipeline of “leads” is never dry. Frustration of “yesterday” does not speak on “today” Helps you keep your ear close to the ground Probability of making a “sale” everyday goes high Understanding of old…

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Salesman dosn’t know the Answer

Salespersons are not expected to know the right answers before they go for the sales call. I have found a lot of salesperson nervous before making the sales call. When encountered , they said that they are nervous because they do not have enough product knowledge to be able to answer all the questions that…

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15 Insights into Sales Function

Recruitment, Retention and Results from Sales persons is not possible without a structured process of Sales Management. The Sales Manager must be very clear about the Sales Metrics which needs to be Monitored, Maintained and Measured respectively, failing which it is often a wild goose chase. Salespersons across the world need a daily dose of…

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Sales Ka Doctor

In my practice as a Sales Coach and Mentor , I have come across the following most common symptoms in customers who suffer from “Salophobia”: Inability to recruit the right salespersons that could be retained in the system to deliver desirable results. Every day sales management practices were either misunderstood or not understood at all.…

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A Salespersons Desire

I represent the community of salespersons on earth who has always practiced its profession with utmost sincerity of purpose and zeal of performance. My interaction with my prospects in the past often makes me desire one or all of the following from them. They should speak their mind out without any camouflage. They should trust…

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