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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

Step by Step Guide to Prospecting

What is Prospecting ? The process of identifying prospective or potential new clients for your business is called as Prospecting. It is during this process you qualify prospects [or leads] and see whether there is a fit between what he/she needs and what you have got to offer. Why should you undertake Prospecting ? Prospecting [...]

By |December 31st, 2016|Prospecting, Sales Call, Sales Methodology|0 Comments

Why should you empathize with your customers ?

Empathy is the ability to genuinely understand and share the feelings of another person. Your customers want to be heard. Whether you are in Customer Service or Operations or Sales or in Marketing, it doesn't matter. As far as the customer is concerned you are the voice of your Company and he expects you to [...]

By |November 30th, 2016|Customer Experience|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, [...]

20 steps to becoming a “Trusted Partner” of your customer

Why should you become a Trusted Partner of your customer? Because, that is the only way you can do business with him/her. Trust can win you business and keep you in business. Old school techniques in Sales do not pay off anymore. So, things like smooth talking, hard persuasion, piling on the prospect, under-cutting, anti-marketing, [...]

What are Metaphors and how to use them in Sales ?

Let us now "examine" what are metaphors, why should we "employ" them in Sales and how can we make them "pay" us. Is it easy to use metaphors in Sales ? If it was easy, why everyone is not using them ? What makes them so "attractive" and "image-provoking" ? Will the use of metaphors [...]

By |July 19th, 2016|Inspiration, Sales Motivation, Sales Process|0 Comments

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 [...]