Kannan Kasi is an Entrepreneur with extensive experience in Sales & Marketing, CRM [Customer Relationship Management], Customer Analytics, Customer Experience, Social Media and Digital Marketing. He has thorough knowledge in his domain, has attention to detail, has 'never say die' attitude & an indomitable spirit to succeed.
One thing that is common to all of us is this: We all have failed at some point in our careers and/or business. Yes or No?
But what is not common to all of us is this: Some of us learn from those experiences whereas some of us don’t get it and keep making the same mistakes over and over again until, yes, until we learn from those mistakes. We fail only when we don’t learn from our experiences. It is important to learn from our experiences and not commit those mistakes again. And we should never stop trying and should dare to make “new mistakes” [read “new lessons”]. Life provides a canvas for us to draw anything we like.
Lessons to be learnt from our failures:
What went wrong?
What can I change, the next time I am faced with a similar situation.
It is the effort that is important and not the outcome.
I am happy that I tried and learnt yet another thing that will not work.
Situation demands the best from me and I am capable of giving my best. Even if it is a cliche, I will repeat it: The best is yet to come.
My homework needs improvement.
My tools need sharpening.
I need to believe even more in myself.
I need even more dedication.
I need to work smarter and harder.
I should build on my personal brand.
I need to do what others have never tried ever and thereby set a new trend.
If you have to thrive in Sales, you should read, read and read. There are various benefits of reading – improving concentration, reducing stress, enhanching knowledge, building skill in a particular area, improving memory, improving vocabulary etc. In general reading is good for everyone. But it is a must for Sales people. Let us take a look.
How will reading help in Sales?
You will become a thought leader in your specialization.
You will improve your selling skills.
You will improve skills in your area of work.
You will be able to articulate well during the Sales Process.
You will become a great StoryTeller.
Customers will consider talking to you first when they are looking for help.
You will be able to take the discussion from a transactional level to another level.
Your personal branding will soar to greater heights.
You will find newer ways to engage with your customers.
It will not be an exaggeration, if I then say, Only a voracious reader will win “The Best Sales Person of the Year” award.
What books did you read recently? Share it with us at: sales at zignalytics.com
It was my initial years in Sales. I was an aggressive sales person. [As aggressive as ever.] My colleagues then would vouch for my aggressiveness. I didn’t get bogged down with rejections after rejections. I knew I was getting closer to my prospects. It was an elimination process for me. I was eliminating customers who would not buy from me. It is like finding answers by elimination in an objective type question.
I regularly did prospecting, cold calling and what not. I did not have god fathers to help me. I qualified customers. But never moved anyone into archive. I did not underestimate any customer or his worth. I thought someday they will ripe and I will be able to harvest. I kept in touch with them occasionally and shared updates. I did not get carried away by large deals as well. And I did not walk out of any large deals because it might be a long drawn out process. Rather, I was ready for the long haul. I was built for a tough life. I learnt things in the hard way. Little by little. Didn’t lose any of those lessons.
But business needs to happen. Right? Nothing was going as per plan. I was making calls. But results were not forthcoming. Did soul searching. Where was I going wrong? I qualified customers. But that’s where the problem was. I didn’t ask the right qualifying questions. I slowly learnt and became assertive and did not shy away from asking the right questions. It is both my time and my customers’ time that were at stake. So, asking the right questions were important. I made many cold calls. And built my sales pipeline with one lead at a time.
I didn’t undercut. Nor did I throw freebies. My customers were happy to buy from me at a higher price. Really. Looking back at it, I can now confidently say it was grit and determination that kept winning deals for me. I thought I will win deals and I did. I thought I will win large deals and I did that as well. It has been a tough life but one that has taught me quite a few valuable lessons.
What lessons have you learnt out of your experiences?
StoryTelling is an Art. The good news is that you can learn and become a good storyteller.
You can inspire & motivate people with Stories.
With stories, you can engage people well and people will generally flock to you.
In Sales and in all other functions [more so in sales], it is very important to build your personal brand. And StoryTelling can help build your personal brand.
It can help in Sales by effectively helping the prospect visualize and connect.
It helps in communicating your point without explicitly talking about it.
Syncing of brains or mirroring of brains or in other words neural coupling happens in good storytelling. The listener is able to predict what you will say next. Perfect syncing.
You make yourself interesting. You are not making some boring presentations to make a sale. Never.
The idea is to engage the audience in rapt attention. Idea is not to sell. That happens eventually anyway. You sell without actually selling.
Some ideas for your Stories – your experience in community building from college / university, how a prospect faced problems and what you did to solve them, stories of gut and determination, stories of people who faced adverse conditions yet became hugely successful, how someone won in spite of huge opposition, how somebody helped another person while his/her own condition is helpless, how somebody turned around a loss making company etc.