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.…

Sales Ka Doctor

In my practice as a Sales Coach and Mentor , I have come across the following most common symptoms in customers who suffer from “Salophobia”: Inability to recruit the right salespersons that could be retained in the system to deliver desirable results. Every day sales management practices were either misunderstood or not understood at all.…

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…

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…

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…

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.…

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…