Sales

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Questions to ask yourself about your Sales Function

What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer's priorities or SNAP Conceptual / Solution Selling Consultative Selling Do you have a proven Sales process ? The steps right from leads / cold calling / known universe to [...]

How high achievers overcome their fear of failure?

Fear of failure: Most of us are afraid of Failures. It is because of this fear, we seldom start. "The secret of getting ahead is getting started." - Mark Twain We don't like failures. But what we fail [no pun, no intention here] to understand is that without failing we will not be able to [...]

By |January 31st, 2017|Inspiration, Risk taking, Sales|0 Comments

Psyche of a High Performing Sales Person

If we study the Psyche of all High Performing Sales Persons, we will be able to understand that there exists many common characteristics. Not all Sales people are born. Some are trained as well. Everything can be learned, practiced, fine-tuned and excelled. Let's take a look and find what are the characteristics that sets the [...]

By |September 28th, 2016|Inspiration, Sales, Sales Motivation|0 Comments

Open Ended Questions to ask your Prospects

First of all, what is an open ended question? An open ended question is one that cannot be answered with a simple "yes" or a "no". The person who is answering has to answer in his or her own words. These are questions that begin with a how, when, where, what, why. On the contrary, [...]

It’s Transformation, which your prospects seek

Your Prospects are not seeking a Commodity but are seeking Transformation. The route to the transformation does not matter much as long as the Transformation is guaranteed in a specific time frame. Transformation means "a marked change in form, nature, or appearance." A metamorphosis, in essence, is what your prospects are seeking. For ex, from [...]

How to differentiate yourself from your competition ?

Businesses of all sizes have competition. The sales people have to face stiff competition day in and day out. They have to counter the competition to win deals and acquire clients. What are the various things that a Sales person can do or should do during the Sales Process to differentiate themselves from the competition [...]

You can close more sales, if

We all want to close more sales. Right ? Let us understand what it takes to close more deals. First and foremost, I am sure you have heard this: Don't rush the sales process. And don't delay it as well. The right speed is what will determine the outcome. The speed that matches your prospect [...]

By |June 15th, 2016|Closing techniques, Inspiration, Sales, Sales Process|0 Comments

How to develop a sense of urgency and achieve more in less time

Your prospects are not in a great hurry. At least not most of them. They seem to be quite happy with the Status Quo. But don't you know that enthusiasm is contagious. And if you pack energy and sense of urgency into your action, they are bound to match your speed and energy. So, let [...]

By |June 6th, 2016|Inspiration, Sales, Sales Motivation|2 Comments

How to make 100 Sales Calls in a short period

The idea is to spread the word, understand the market needs, identify the decision makers involved, get to know the competition, their pitch, what works for the competition and what doesn't etc. Idea is definitely not to sell anything. So, here are the steps to get you to make those first 100 sales calls without [...]

By |June 3rd, 2016|Prospecting, Sales, Sales Call|0 Comments

What can Sales people learn from “The Walk” and Philippe Petit

From Wikipedia: "The Walk is a 2015 American 3D biographical drama film directed by Robert Zemeckis and written by Christopher Browne and Zemeckis. It is based on the story of 24-year-old French high-wire artist Philippe Petit's walk between the Twin Towers of the World Trade Center on August 7, 1974."   What were the steps [...]

By |May 26th, 2016|Inspiration, Risk taking, Sales|0 Comments