Linking through Linked In

Linking through Linked in - While there is a popular perception that linked is a glorified place to store your CV, it could also be pursued to improve your relationships and sales. Most often it is used by sales enthusiasts who want to sell through social media  and mostly sell technology based products. It primarily serves as a research and communication tool. People started to make initial customer contact through linkedin. If you are willing...

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Sense the sales greed!

Sense the sales greed! Most often it has been noticed that pitching and begging for a deal is given a priority rather than the focus on listening to your prospects. Your goal should be to uncover buyers needs and not to force unqualified leads in to your pipeline so you will depict your greed. What top sales executives do it to ensure they stuck to basics and practice perfection on each call. There will be exceptions however you should not...

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Can I have your attention please?

Can I have your attention please? Listening is an extremely important attribute while selling, You would have to pay complete attention to contemplate the prospects perspective. People who listen effectively only sell effectively. While on a sales call the sales rep is busy preparing what they need to say next rather than paying attention. This is because they are not ready to handle the objections. The secret trait to the top successful...

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Firm Leadership

Firm Leadership: While it is extremely important to achieve firm sales targets it is indeed important to exercise your authority at times. Reprimanding is an option no one likes however it is essential to unleash your authority depending upon the situation. There is always a thin line which should never be crossed. This is not taught in any MBA curriculum you have to learn live on the field. If you adhere to the below mentioned guidelines you...

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Fighting your quotation through!

Fighting your quotation through! It is quite frustrating when you know that your client is requesting for quotations from several other firms for the same product and you could lose the business because of the price, since the client wants it regardless of who would provide the service. When you are stuck in bidding war it is important that you not talk about the price but also focus on the actual service and value he would be receiving,...

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Disqualify the lead

Disqualify your lead Sales qualification is crucial because follow up plays a vital role in your daily rigmarole. Most of us get tired when we endlessly follow up on with clients who are extremely busy and they do not care to reciprocate their disinterest firmly. This makes the pipeline more robust however it does not often results in closure. As we are aware that the industry standard closure is about 10% to 20% depending on the industry....

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selling while presenting!

Selling while presenting When you are presenting your product or service to the potential client and while flipping from slide to slide you would need to consider several factors which could ensure that the audience is not only attentive but also deliver your unique selling proposition. While presenting data, relate with laymen examples which helps the potential client to paint a picture of how he would gain advantage after using your...

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