BATNA in Sales Negotiations

Answer the following questions to yourself What is BATNA? Have you read anything about BATNA? If not, please refer to Google for the same. What is the best possible outcome for a buyer? What is the worst possible outcome for a buyer? What is the best possible outcome for a seller? What is the worst…

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12 Commandments of Sales Negotiations

Negotiation is not a sport where one wins and the other loses. I dont mind losing something which is negotiable. I will never lose something which is non negotiable. I challenge someones opinion by finding a common ground and not by debating viewpoints I understand the concept of BATNA. Buyers BATNA and Sellers BATNA. I…

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Cannot delegate Responsibility in Sales

When it comes to taking responsibility, the top leadership of a sales team hardly ever take responsibility for the Team Selects the sales person and sales managers after judiciously screening them The leadership team trains the newly inducted sales team with all the competency at their command The leadership team decides the sales pitch ,…

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E.V.E.R.Y.D.A.Y. in Sales

If you ensure that you embrace EVERYDAY in letter and spirit in Sales Management, success is bound to be your slave. 1. Execute proposals where you have completed the Gap Analysis 2. Verify your Run Rate compliance. 3. Ensure that Carried forward calls for the day are planned & fulfilled. 4. Recall your Planned Targets…

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Role of SME CEO in Sales

It has been seen that CEOs either totally ignore the function of Sales Management or take it so seriously that they hardly are left with any time to cater to other functions of management. The CEO, especially in a Small and Medium Enterprise (SME), is expected to perform the following function of Sales: Establish proof…

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Mama’s Boy as an Entrepreneur

In Small and Medium Enterprises, in the course of succession planning, when the next generation is in the process of taking over from “Mom/ Dad” it is very important that the same is planned in a very professional manner. If you are going through this phase in life, please answer the following questions to assess…

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Sales Manager is the team’s darling

Sales Managers handles a team of salespersons who as a breed is mandated to “climb the wall”. By default the energy levels are high in such teams and “trials and tribulations” are a part of the game. When the team is somehow trying to achieve its target within boundary of ethics and fair-play, the following…

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A Sales Trainer should Know

A professional sales trainer cannot bask in the glory of past performance and train people on the art of selling without leading by example. You can either do it or not do it. “Climb the Wall!” These days I find many sales trainers in the market who train on Selling skills by reading a few…

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This and That will lead to Those

Inn Sales Management, like any other profession, focus is of paramount importance. Every sales professional has to continuously think of new ways of doing the same things differently. It is not about competing with others, it is all about creating new ways of doing things what others continue doing in the same old fashion. I…

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