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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Managing Introverts in Sales

Managing Introverts in Sales According to a recent survey more than one thirds of the world population are Introverts. Managing them in sales quite is tough; don’t be surprised by looking at the world’s top introvert prominent leaders. People recharge themselves by being silent and need periods of solitude in order to be creative and productive. Mostly these employees prefer to eat alone, be quiet at team meetings and avoid gossip completely,...

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Inside sales – Introverts

Inside sales – Introverts All through it is mostly perceived that sales people should have an extrovert personality and the ability to display resilience attitude amongst others. We also try to include MBTI (Myers Briggs type indicator) assessment while interviewing candidates. However a little latitude is provided when you working at Inside sales, Personally I look at these qualities where a candidate takes time out to read and educate himself...

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Inside Sales quality – Achieve 100% and maximize revenue

Inside Sales quality – Achieve 100% and maximize revenue For Inside sales managers: “Winning is not everything, but the effort to win is” - Anonymous Every one aspires to have successful sales careers but keeping aside the office politics, is there a measurement criterion to evaluate your every move. Would it give you consistent growth? As an Inside sales manager you would need to gauge and create a very strong script which should not just cover...

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The wolf of Wall Street is asking you …. “Sell me this pen”.

The wolf of Wall Street is asking you …. “Sell me this pen”. Since the inception of my sales career at every sales interview it is the most used common question which was asked “Sell me this pen” I used to start bragging about the features and then relate why this pen was an advantage to buy over others and then move to how it is going to benefit to the customer. Now Sales is not like writing a line of code managing a balance sheet or knowing...

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Storytelling -- A Sales art

Storytelling -- An Inside Sales art Gone those days when granny used to tell bed time stories to children which embarked strong moral values in to the children’s physiological system. I started playing lullabies from you tube for my daughter which put her to sleep. No matter how you would use technology to your advantage selling is definitely a human thing, You would need to integrate a lot of factors like your previous success stories, your expertise...

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