sales management

8 Great Qualities of Sales Management

  All great salespersons are not great Sales Managers All Great Sales Managers are also Great Sales persons Any company which invests in its good salespersons to make them great sales managers are always blessed with more and more sales.   Ability to empower the sales team tomaximize the no of sales calls everyday. More…

Does your customer trust you?

  It is very important that your customer trusts you. What are the levels of trust that a customer can have on you? Level 1 Trust: Commodity :The customer pays money for a product or service that you deliver. Level 2 Trust: Transactional : The customer does more than one transaction with you and trusts…

Deal with Emotions, not Products!

Salespersons are human beings and customers are also human beings. When the two meet and talk , it is an exchange of emotions first and then finally an exchange of facts, figures , product and technology. Isn’t it? If yes, Do you empower yourself to handle your emotions as well as align the same to…

Help Purchase, Don’t Sell!

  This is a very old dilemma in the minds of salespersons – “To sell or To help Purchase!” For me, trying to sell something is a fruitless exercise for a salesperson. What all should I do as a salesperson , if I am trying to help my customers purchase? How can I help my…

Where do you get Customers?

Salespersons are always grappling for an answer to the question Where does one get Customers? Target Group (TG) TG is defined by Demographics, Psychographics, Firmographics and Income-graphics of the prospect who would like to buy your product or service. a) Demographics : Where do they stay? Where do they come from? b) Psychographics: What is…

Salespersons LISTEN with their EYES

  Almighty has given us a pair of ears to listen and a pair of eyes to see. The salesperson empowers himself with better hearing by adding up one pair of eyes to the existing pair of ears to listen. hy does a salesperson listen with his pair of eyes? This is simply because a…

Gap Analysis in Sales

  What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…

Sales Opportunity Hunting

  All salespersons on mother Earth is always hunting for good opportunities to sell and do more business. The billion dollar questions is Where do you find sales opportunities? If there was an address where one could locate sales opportunities, I am sure our tribe of sales professionals would have climbed Mountain Everest everyday for…

Successful Salespersons are Mad

  All Successful Salespersons are Mad. All Mad persons are not successful! Success in Sales comes out of a lot of madness, eccentricity,passion, zeal and enthusiasm to perform. It is never a pleasure to “climb the wall” as the only solution always to move ahead. Salespersons master in this to the extent that they enjoy…

Less is equal to More

  In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on. How do you convert this situation of “LESS” into “MORE”? The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per…