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Track your competition!

Those were the days I was hungry for leads.

I used to trouble my tech support guys for leads.

Not a good lead source, you say. Hang on.

One such day, my tech support guy said “go to xyz [name of a place]” unable to bear my pestering.

Not knowing where to go, I knocked on all doors & accidentally found a training institute & met few people. Left my cards with every other department where I couldn’t meet anyone.

Two days later, the unimaginable happened.

I got a call.

Rest is history.

That turned out to be a very big order for many software for multi location.

My colleague had been in touch with his ex-colleague & friend. He casually heard him say that he had been to that place but didn’t tell him the client name.

I found it out.

Later, I asked my colleague how did he get that lead. That’s when he told me about his conversation with his ex-colleague.

This story helps me work with optimism till date.

Takeaways:

  1. Follow your competitors, if you cannot be there before they do.
  2. Be optimistic.
  3. Ask your colleagues, if you are stuck somewhere.
  4. Be at the right place at the right time. If you cannot be early, that is.
  5. Highlight your strengths.
  6. Allow the buyer to contact you & help them make it their decision to choose you. This is very important.

#HappySelling

#b2b #changethegame #sales #marketing #leads #business #leadgeneration #competition

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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 ? How can the sales people stand out from their competition and win deals ?

  1. Provide Value to your prospects.
  2. Don’t sell on Price.
  3. Build good rapport with your prospects. Develop friendship with them. They are not machines to print your purchase orders.
  4. Understand your prospects.
  5. Don’t take advantage in any situation.
  6. Understand their pain points.
  7. Look at their situation from their perspective.
  8. Think that there exists a solution for their problems and then go find it.
  9. If you can help them resolve their problems, deal is yours.
  10. Carry yourself well through out the sales process.
  11. Be Professional.
  12. Small things matter a lot. So pay attention to small things.
  13. Pay attention to detail.
  14. Be a team player.
  15. Be interesting.
  16. Sound positive always.
  17. Have a grasp of current affairs.
  18. Be an expert and a thought leader in your Industry.
  19. Get your prospects to get connected with you, your products and your services.
  20. Be Passionate about Sales.

Group of ecstatic business partners looking at camera with raised arms

If you think you can, you will. Leaving you with a Poem by Walter D. Wintle.

Poem “The Man Who Thinks He Can”
by Walter D. Wintle

If you think you are beaten, you are;
If you think you dare not, you don’t.
If you’d like to win, but think you can’t
It’s almost a cinch you won’t.
If you think you’ll lose, you’ve lost,
For out in the world we find
Success being with a fellow’s will;
It’s all in the state of mind.

If you think you’re outclassed, you are:
You’ve got to think high to rise.
You’ve got to be sure of yourself before
You can ever win a prize.
Life’s battles don’t always go
To the stronger or faster man,
But soon or late the man who wins
Is the one who thinks he can.

Happy Selling !!