Express 2 Excite Prospects

Which of the following applies to you as a salesperson when you EXPRESS facts and figures to your customers: Do you express to impress? Do you express to explain yourself better? Do you express to elucidate your point? Do you express to excite? Do you just express without any game plan in mind? These are…

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Customer Complaint is a gift

When every you receive one complaint from a customer , you must understand that only 5% customers find time and energy to reach you. The other 95% complaining customers do not even come to you. It is therefore of paramount importance to deal with each and every customer complaint with utmost seriousness. The attitude to…

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Opening a Sales Depot

In Channel of Distribution, one often encounters a situation where one opens a depot in a location which was getting difficult to service from base depot. The following things must be kept in mind while opening a depot from sales point of view: Your depot is never going to excite a distributor in the new…

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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: I know…

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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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Top 10 ideas to raise Sales Effectiveness

Sales Effectiveness is not guaranteed on the merit of the product alone. It is a conscious exercise keeping in mind the following 10 ideas. Selection – Recruiting and selecting the right talent needed for each sales position is the single most important skill of sales management. Raising the Bar- Sales and service improvement is an…

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Lose to Win in Sales Negotiations

Please answer the following questions after reading the blog below: Without anyone losing, how does one arrive at Win-Win situation? What is your opinion on this? What is the objective behind clarification of goals by either side? Once you clear your goal, will it not divulge your internal stand on how to direct the negotiation…

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The Science of Sales Negotiations

Questions to Answer What are areas of possible flexibility? Does it mean giving more discount? If not, what else? Getting the order or winning the negotiation is a goal. What else are objectives defined above in the Preparation sub heading? How do you exchange positions because the negotiator on the other side will never allow…

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Salespersons must be Influencers

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers. Which of the following do you do to ensure that you develop Persuasive skills in yourself? Sit on the customers mind like a bee on flower Stick…

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