Sales is the beginning of the end.

  Once a sale transaction happens and a new customer is inducted into the fold of customers, the journey of customer management begins. Hence we call it the beginning of the end. After “Sales” starts “Customer Service”. Set MOT and manage the same Set internal Turn Around Time (TAT) for each service and uphold the…

How much to educate customers?

  Customers have a faint idea about the features , advantages and benefits of your product before you actually start explaining the same to them. You start explaining your product with great elan and very soon you realise that this customer who was hitherto not very knowledgeable about your product starts finding faults in your…

Blackholes in Customer’s Mind

  The customer’s brain has a fatigue factor. Psychologists say that when a customer assesses 7 options in continuity for a given product range or service his mind is said to suffer from fatigue. It is therefore important for salesperson to understand that they would make a smart move by demonstrating the product which they…

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…

Romancing with your Customers

Romance starts only after one has crossed stages of Acquaintance (Contact), Friendship (Lead), Proposal, Discussion (Negotiation) and Love (Order) in that sequence. Why is Romance so important? Love is never permanent unless garnished with doses of romance in the right proportion in intervals, which ensures that nothing is taken for granted. We are all human…

Discuss 2 Deal in Sales

Debate, Argue, Dispute, Differ, Fight, Challenge and other such emotions are taboo word in Sales. The only road to success for a salesperson is his /her ability to create a discussion on the relevant topic. The more a discussion will happen, the more are the chances that the salesperson will get a chance to pitch…

Long Live the Customer

How long can you continue earning from a single customer? What are the ways in which you can do this? How much can you target to earn from one customer? Can customer relationships be monetised like this as per mathematics? These are some of the thoughts that would trouble any sensible and educated person. What…