Understanding Key Accounts

    K.A.M. (Key Account Manager) must understand his account well in terms of a) Official Organisation Chart b) Decision Making Flow in the organisation c) Political centers of pseudo power d) Authorization pattern for the order e) Existing Competition and the respective Man Fridays for each competition K.A.M. selling is triggered by Relationship Selling.…

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.…

Basanti in Dogs ke Samne Mat Nachna!

I strongly co-relate to the characters in the very famous Hindi Movie – “Sholay”. On a lighter but serious note, I always tell my sales team members that in the game of sales there are only two characters – “Gabbar” and “Basanti”. If the salesperson wags his tail like a happy dog and dances to…

10 Commandments of Salesmanship

Sale is in the mind. You should be able to first “sell” your product to your own belief system. Connect with the customer even before you try to convince and close the order. Customers will always buy for their own reasons. Ask questions to know the right answer of the customer even before you pitch…

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…

The Sales Kaizen

The Sales Kai(change)zen(for good) is an effort towards continuous improvement in sales in terms of number, quality and ticket size. Reducing waste in thesales production systemmeans doing more things that generate customer responses and fewer things that do not. This means more and better lead generation and nurturing tactics Stay passionate Bring the “Bee to…