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…

Help Purchase, Don’t Sell!

  This is a very old dilemma in the minds of salespersons – “To sell or To help Purchase!” For me, trying to sell something is a fruitless exercise for a salesperson. What all should I do as a salesperson , if I am trying to help my customers purchase? How can I help my…

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.…

Salespersons LISTEN with their EYES

  Almighty has given us a pair of ears to listen and a pair of eyes to see. The salesperson empowers himself with better hearing by adding up one pair of eyes to the existing pair of ears to listen. hy does a salesperson listen with his pair of eyes? This is simply because a…

Gap Analysis in Sales

  What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…

Sales Opportunity Hunting

  All salespersons on mother Earth is always hunting for good opportunities to sell and do more business. The billion dollar questions is Where do you find sales opportunities? If there was an address where one could locate sales opportunities, I am sure our tribe of sales professionals would have climbed Mountain Everest everyday for…

Successful Salespersons are Mad

  All Successful Salespersons are Mad. All Mad persons are not successful! Success in Sales comes out of a lot of madness, eccentricity,passion, zeal and enthusiasm to perform. It is never a pleasure to “climb the wall” as the only solution always to move ahead. Salespersons master in this to the extent that they enjoy…

Less is equal to More

  In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on. How do you convert this situation of “LESS” into “MORE”? The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per…

Prospect teach you about your business

  Business persons are clearly of two types. a) One class feels that they know a lot about their business. This class die as average business persons. b) Second class is always hungry for more knowledge about their business from others. This tribe flourish an entrepreneurs. Let me move ahead by assuming that this blog…