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Big Potatoes rise to the Top on a rough road!

American football player Knute Rockne said this: “When the going gets tough, the tough get going.”

When floods or Tsunamis cause a havoc, we have seen people rising to the occasion and providing help. What about the people who are affected? What do we learn from them? We will get to that in a bit.

Robert H. Schuller explains a true story from a village called Idaho in his book “Tough Times Never Last, But Tough People Do!”

Story now: Idaho has potato farmers. As you may know, potatoes are priced according to their sizes. The big potatoes are priced high, then the medium ones & the smaller ones are priced low. They are first sorted, bagged and only then loaded on to trucks.

Farmers spent a lot of time and effort in grading the potatoes those days. But not one farmer.

People asked him how does he manage it. He said he took the roughest road to the town. And naturally, the big potatoes rise to the top, medium potatoes land in the middle & the small ones fall to the bottom.

Schuller says this is not only true to potatoes but a law of life. If you are tough, you will rise to the top.

The rough road has to end at some point. And it will.

Coming back to the lessons from a natural disaster, people get really tough. They are forced to become tough to sail through. Their mindset is tough. How shall I explain? They think they can achieve anything. Nothing is an obstacle for them. And their bodies naturally adapt.

Sales is tough. Get tough to sail through.

Some ideas to get tough, from Robert Schuller:

  1. Dare to dream.
  2. Commit yourself to it.
  3. Dare to try and to take risk.
  4. Failure is an event and not a person.
  5. Never quit. Never ever.
  6. Hold on for a little more time.
  7. Inspire others.
  8. Beginning is half done.
  9. Pay the price. Full price.
  10. Practice Possibility Thinking: Never reject an idea / a possibility because –
    • you see something wrong
    • you won’t get the credit
    • it’s impossible
    • your mind is already made up
    • it’s illegal
    • you don’t have the money, manpower, muscle, or time to achieve it
    • it will create conflict
    • it’s not your way of doing things
    • it might fail
    • it’s sure to succeed [What? yes some people are so humble that they don’t want to succeed]

Get Tough!

Happy Selling!!

#salestips #successtips

sales @ zignalytics dot com

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Where do you get ideas, ask my friends!

It makes me think. Where do I really get ideas to write?

It’s a beautiful rainy day. Sitting by the side of the window in our beautiful office, my thoughts are flowing and my fingers are typing them as they flow. It’s 10 past 6 in the evening.

Except for the occasional interruptions I have from the notifications on my android phone [I hate notifications], I am not disturbed at all.

I get inspired by the daily events in my life and the conversations I have with others. And the conversations I have with myself too. 🙂

The other day, a friend told me that he doesn’t hurt anybody’s feelings. Wow! That’s a good behaviour. But is it possible to live like that?

Let us examine this in the Sales context.

You cannot afford to hurt customers. No matter how rude they are.

You may not agree with them all the time. But you need not express that in a way it hurts them.

The work around is to find a solution to their problems that fits them in all sense. That would make them say “Yes”.

Some thoughts around this:

  1. Proposing the right solution
  2. Increasing their productivity
  3. Cost savings
  4. Easy to switch, use & adopt
  5. Low maintenance cost
  6. Availability of resources
  7. Future road map, upgrades, new features
  8. Far easier to exit.
  9. RoI
  10. Vendor commitment [that’s your commitment]

We have got their back covered. There cannot be any more objections. The question can now only be: “How soon can you deliver/implement?” or “where should we start first?” or “what variants/options do we have?”

Look for those buying signals.

Close Deals. Win.

Happy Winning!

Happy Selling!!

sales at zignalytics.com

#sales #closing #artofdealingwithclients

 

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Which part of your Life you enjoy the most?

Let’s be honest.

What causes Stress? Or what makes you feel energized and rejuvenated? What makes you feel great? What makes you feel stronger as an Individual? In short, what gives you happiness?

For most of us, it is not the WORK that is enjoyable or one that gives happiness. Reality.

So, where’s the problem? Let’s figure out.

Our life should be our message. Our work should speak for itself. We should enjoy it. Just like how we will enjoy a holiday in Hawaii Islands.

And we should have made significant contributions to the area of work that we do and people readily identify us with that.

Is it easy to find such work? Definitely not.

It is a hell a lot of work to find something that touches our heart, soul & mind. When you find something that does, I think you should make it your life.

One can start listing down what he/she hates and gradually move to what he/she loves. This will guide us in the right path.

Sales is a tough job. No doubt. But I think the Sales Guys are a different breed altogether. They are natural problem solvers. Entrepreneurs. Social networkers. Even before the so called social networks came into the picture. They jump up and down when they get orders, howsoever high they grow in their careers. They are childlike people. Always cheerful and energetic.

Have you ever seen a kid’s face when he/she is given a chocolate sundae. Worth a billion dollars.

Treat your Sales Folks with love and respect! They deserve every bit of it. It will make them even more confident and successful.

Celebrate Work!

Happy Working!!

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What helped me win deals & what didn’t?

It has been a roller coaster ride for me in the school of entrepreneurship. Once you become an entrepreneur, nobody tells you what to do and what not to do. You are the boss. And the buck stops at your table.

Well, choosing to have a mentor is definitely a good option. Even if you don’t have mentors, you should have some friends as your sounding board.

When I dissect my years of Sales experience, I can confidently say what helped me win deals and what didn’t.

What helped me win deals?

  1. My expertise.
  2. Becoming well known for my expertise.
  3. Meeting the decision maker face to face.
  4. Having tons of credibility.
  5. Being friendly yet professional.
  6. Slogging to gain the “trusted adviser” position.
  7. Selling myself in the first place and not the product or service.
  8. Providing value.
  9. Not selling on price.
  10. Valuing the relationship more than the deal.

What didn’t help me?

  1. The opposites of the above list – Quoting low price, not providing enough value, focusing on the deal & not on building the relationship etc.
  2. When I didn’t have any energy.
  3. Not understanding customer requirements.
  4. Not validating the prospects.
  5. Rushing the sales process and getting to the proposal stage too fast.

And tons of learning in the process. Still learning.

What were your learning? Have you ever thought about your peak performance and what went in to get that result. There lies the secret.

Step no. 1: Dissect your past peak performance.

Step no. 2: Repeat it.

Step no. 3: Fine tune it.

Step no. 4: Go to step no. 1.

Happy Learning!

Happy Selling!!

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Never Give up and other Tips!

  1. Never Give up. That’s what differentiates an achiever.
  2. Keep Prospecting. You need new customers.
  3. Regularly meet your existing customers. You need them more than they need you.
  4. Keep solving problems. One at a time.
  5. First, pretend being busy then actually get busy.
  6. Get recharged when your batteries are down.
  7. Eat good food. Take sufficient rest. Unplug and Restart.
  8. Read good books. Make it a habit.
  9. Keep a journal. Visit the past week and plan your next week. Time Management is crucial for success. You don’t have “forever” to achieve what you want to.
  10. Write down your goals somewhere and visit it often to see if you are on track.

Happy Selling !!

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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 us understand how to achieve more in less time by developing a sense of urgency.

“You can’t move mountains by whispering at them” – Pink
mountain
  1. Set your sights really very high. Don’t worry about how you will achieve them.
  2. Break that vision into smaller achievable goals.
  3. Break that further into smaller activities or tasks.
  4. Have energy. If not, get your dumbbells and go for 3 sets of shorter reps 8 – 10 each. Or hit the floor and go for 3 sets of 5 push ups each and start pumping up iron. Get those muscles.
  5. Add passion and sense of urgency. Act as if you have fifteen meetings in a day. While you have to submit five proposals. And go for two negotiations. That is your normal day.
  6. There are three types of people in this world – one, those who take things as it comes and are happy with it; two, those who take things as it comes and are frustrated with it and then there are Sales people, the rarest of rare breed, those who make things happen. With or without the “Sales” title.
  7. While you have created the sense of urgency, do not over react or walk all over others or ill treat them.
  8. Instead treat everyone with respect, courtesy and kindness.
  9. Remove the obstacles. Do not spend time on investigating who had put the road blocks. Just keep moving.
  10. Don’t accept mediocrity in anything.
  11. Pack Energy and Enthusiasm into everything you do.
  12. Wear a smile on your face. Even while you speak on the phone. It sounds nice and the receiver on the other end knows that you are speaking with a smile on your face.
  13. Focus on results.
  14. Be disciplined.
  15. Have the courage to walk the untrodden path.
  16. Imbibe the qualities of a leader.
  17. Break all the rules. And Set your own rules.
  18. Create something every day.
  19. Don’t worry about the tough times. They are there to bring out the best in you.
  20. You were not born to be complacent and hence always be doing many activities and setting up new activities. Keep yourself busy and engaged.

Happy Selling !!