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…

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 Mathematics of Selling

Demand Forecasting , Target Setting and Deadlines in Sales follows a mathematics which is fully backed by a scientific logic. Let us look at the following calculations to understand this phenomenon better: Planning before the month Total target for the month of August,2016 (for example) Rs. 1,00,000 Average Ticket Size (ATS) of business (for example)…

Customers never know their need

Customers never know what they need. They have a whole a set of wants and desires which are fulfilled by salespersons. How does the sales person do it? a) Does he con the customer into thinking that a particular want is his need? b) Does he fake a want to become need of the customer?…

Customer Should Lead and Win.

In a Sales call it is often discussed whether a salesperson should lead in a discussion or trail in a discussion. Let me give you a few example so that you understand the difference between the phenomenon of “Leading” and “Trailing”. Case 1: Salesman is leading the discussion and gets caught in his own trap…

The Bye laws for Sales Shooters

Smart Salespersons are often called as “Sharp Shooters” in jest. They are expected to shoot the doubt in a prospects mind whether he should buy a product or service or not to a point where he decides to buy the product or service. This game of sharp shooting comes with a set of bye laws…

Gabbar and Basanti in Sales Call

In a typical sales situation, there are two roles to be played a) Gabbar Singh (as in Bollywood movie “Sholay”) b) Basanti (as in Bollywood movie “Sholay”) Amongst the salesperson and the prospect it is for each to decide as to what role would they like to play respectively. As a salesperson I am always…

The Logic of Giving Discounts

Every customer considers it as his birthright to ask for discounts at the end of the sales process. (Many even start asking for discounts in between the sales process and I presume that smart salespeople do not negotiate unless the right time of negotiation starts) In this blog , I will try and list down…

The Probability of Sales

In as much as all of us would like to feel and think that Sales is an outcome of a judicious skill to smartly talk the customer into a product or service, in actual fact , Sales is the outcome of the probability of RIGHT PRODUCT being offered to the RIGHT PERSON at the RIGHT…