Strategy Can Dictate Sales

Sales Strategy comes out very clearly in the Barrett Strategy Model shown below :   Together with Marketing Strategy, it comprises of Business sales strategy. In order to completely implement the same, the Methodology adopted and the Sales Metrics measured/tracked becomes very important. The Sales Strategy Framework   a) The Journey from Efficiency to Excellence…

Cross-selling-and-Up-selling

5 Steps to Cross Selling

Cross Selling happens when the buying behaviour of a sales transaction drives another sale transaction. Primary Sales Cross Sales Category 1: Pizza Category 2: Beverage Cheese bust, Dips, Sauce Category 1: Saree Category 2: Ghaghra Designer Blouse, Fall of saree Category 1: Car Category 2: AMC of 3 years Foot mat, audio system, 3M polish,…

sales training

5 Game changer Tips in Sales Training

It has been an age old practice to align the mindset of salespersons in mass towards a desired result in Sales by motivating them and dumping a set of Product Features in their minds by the rote method of learning. As a practicing sales trainer for last 23 years, I am writing this blog with…

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…

Sales Manager is the team’s darling

Sales Managers handles a team of salespersons who as a breed is mandated to “climb the wall”. By default the energy levels are high in such teams and “trials and tribulations” are a part of the game. When the team is somehow trying to achieve its target within boundary of ethics and fair-play, the following…

A Sales Trainer should Know

A professional sales trainer cannot bask in the glory of past performance and train people on the art of selling without leading by example. You can either do it or not do it. “Climb the Wall!” These days I find many sales trainers in the market who train on Selling skills by reading a few…