“Jab we Meet” our Dealer

In Channel of Distribution mode of selling, very often the Sales Manager is not very clear on his precise role when hevisits the dealer. The following checklist will help you conduct your dealer visits well: Check physical stock to calculate “Tertiary Sale” at the given counter and ensure that the next “Secondary” sale to the…

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Getting Past the Security Guard

In Direct selling, I have seen many sales people who are not even able to get past the security guard in new offices. If this is true, new acquisition of accounts becomes the first casualty because if one does not even meet the decision maker of prospects how does one move forward? Let me mention…

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Salespersons Dream of this Boss

  It is always a great fortune to be mentored into the function of selling by a great boss who does everything other than “bossing around” with the salesperson. Let me share a check list with you. If you positively tick more than 70% in this , count yourself as a “Dream Boss” for all…

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Catch Salespersons Doing Things Right

In Sales Management, the Manager has two options Catch his salespersons doing things wrong and penalise them Catch people doing things right and reward them I strongly advocate that all Sales Managers should follow the technique of “Catch Salespersons Doing Things Right”. Why ? Your outlook as Sales Manager becomes positive. It is always a…

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Of Course I Can Sell

Deserving Sales Manager gradually move up the ladder of success and become RSM, ZM, Cluster Managers, AGM, DGM,GM. ED or Director……. This upward movement in their life happens primarily by virtue of their selling skills and also due to their leadership, man management, communication, problem solving and team building skills. After reaching senior positions, I…

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“Liars have a big nose which sticks out to announce that he is a liar.” I often find that this stigma is attached to salespersons. For sure it is totally out of place and with malice. Why should salespersons lie? What is the need for salespersons to lie? If some of them do, it cannot…

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Salesperson Must Listen Well

We have heard this many times in Sales – “Talk Less, Listen More”. What should we do to be able to achieve this deliverable in Sales?. Answer a question with a relevant question always. Learn to ask open ended questions to your customers. Start enjoying the journey of “arriving at the truth” rather than “telling…

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Fight Limits Set by your Thought

When the going gets tough many salespersons start feeling that the market is saturated or that the competition is too lucrative to outsell. I have always seen that this dilemma of performance often brews in the mind. No Point Counter point 1 The market is saturated. Low lying fruits have been eaten. 2 Competitors pricing…

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Choose your Distributor Carefully

SME Owners who resort to Channel of Distributor for sales and distribution of their products very often end up choosing the wrong kind of channel partners and getting stuck up in their business expansion plans. What should we look for in a good channel partner? Beat , Routes and Journey Cycle should be well defined.…

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