Posts

Loving the word "No"

NO.. A simple two letter word, but one of the most common reasons why people fear to be in a sales profession. Not only in sales, it is a word which is disliked and dreaded by many. It brings with it the feeling of dejection, sorrow, despair and the like..

The fact is, the reason salespeople exist is because people say 'no' all the time. They would be jobless if everyone agreed to everything all the time.The key to success lies in how you approach the 'no'. Always anticipate and expect the 'no'. Be prepared to hear it and that will help you in handling it better. People often say 'no' because it is easier to say no than say yes. With experience you will realize that 'no' at times means 'maybe or not now'. So your journey with the client/customer need not and will not end with that 'no'.
Getting a 'no' in the beginning of the sales process is much better than facing a 'no' towards the end. The ones arising in the b…

Why ask Questions?

Something which differentiates kids from grown ups is that they are extremely curious about everything and they ask lot of questions. They will not stop unless they are convinced with the answer.

A salesperson should imbibe this quality of a child when he meets clients or goes for calls. But what's different here is that doing your homework will help you to avoid dumb or basic questions like for example "What is your core business?". You are supposed to know that basic information, unless you are meeting someone unexpectedly and you genuinely have no idea or did not have any means to know about the client and the business.

Asking questions with depth gives an opportunity for the client to speak about themselves and the information that you need comes from the client himself. Everyone loves to talk about themselves so you need to take advantage of that. Even if you get a feeling after a while that you may not be able to close a sale here, you still should gather informat…

The Know It All Salesman

Like any other job being a salesperson is also tough as there is an uncertainty attached to the profile. You meet different clients with varied needs and desires. In the initial days you may find it really difficult because, however well you prepare for a call you may have to face situations which you had never dreamt of. On the contrary, this is also a reason why sales is an exciting job.You never know what's in store for you.

But once you grow in the role, you identify certain clusters of clients or situations and you program yourself to handle them accordingly.Taking the various cues into consideration you switch yourself to that programmed mode and you handle the call based on your assumptions. There.. I said it.. "Assumption". This is a very dangerous term in sales and it will even cost you the sale. We tend to be a ' Know it all salesperson'. The truth is, even if you are a very seasoned salesperson, you may go wrong in your assumptions.

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Procrastination: The Bad Guy In Your Sales Journey

Procrastination: "The action of delaying or postponing something"
The above mentioned is the reason why there was no blog post here last month. I guess this phenomenon happens to everyone, it does happen to me all the time. Since I have had this realization many times in the past, I decided that now I should sit and act immediately.
This tendency to delay things can cause serious harm when it comes to sales. It creates a sense of guilt and anxiety and procrastinating does not make the task go away.Salespeople often tend to procrastinate the following activities Making calls for new prospectsReturning phone calls or emailsInforming the client that you cannot satisfy their requirement and many more What causes the salesperson to procrastinate? You want to avoid the discomfort that might be caused by that actionYou feel it is really simple, so you can do it at a later timeSelf doubt. You are unsure of completing the task. So you rather not start itYou want to avoid the negative o…

5 Ways For Qualifying Prospects

When you're in the field, meeting people after people, how can you identify which of these people are really worth your time? This is known as qualifying prospects.
A lead is a potential buyer. A prospect is a lead that is qualified or determined to be ready, willing and able to buy. For qualifying prospects you need to ask him questions to determine if he has the desire and ability. One of the biggest and common mistakes salespeople make is to right away present the product to the prospect without even trying to understand what the prospect wants. You need to sit back and do some probing to make sure you are talking to right person. Prospects will want to talk if they are asked the right questions. 5 ways for qualifying prospects are as follows
#1 Does your prospect have a need? Is your customer actually having the need for your product or service? If he doesn't, no matter how great your pitch/sales presentation is, he will not say a yes.
#2 Does he/she have the authority to m…

7 Common Blunders Salespeople Make

When we get into a sales career  we commit lot of blunders and mistakes. We carry along with us lot of wrong assumptions and most of us learn from those mistakes and that make us more wiser salespeople. So what are those 7 common blunders that we often make?

Blunder #1 Thinking what the client tells you is the exact problem
We often think that the client is being honest about why he is not interested in your offering. But he might be lying to you in order to hide the exact reason . He might say that he did not like the colour of the product but actually he might not be able to afford it. So as a salesperson you need to put an extra effort to understand the exact problem and try to find a solution for it.

Blunder #2 Talking and talking and talking.......
I have often heard people say to a talkative person, "You are good for sales". I disagree. It might help you in certain situations but not all. Salespeople often think they need to be talking all the time but actually they sho…

Pros and Cons of a Sales Career

If you are in sales, people often ask you how you are able to work in an environment when the axe is always hanging over your head.  Well I believe that no matter what job you are in there is an axe which hangs above your head, and if you are in sales you will atleast have better control of the axe!!
Now what are some pros and cons of a career in sales?
Income: Pros: Sales people are one of the most highly paid employees in an organization. They bring in the revenues so they are really important for the organization
Cons: As Spider-man's Uncle Ben says, “With great power comes great responsibility”, with high incomes comes great accountability and responsibility
Freedom/Flexibility: Pros: You need not be confined to a cubicle or an office if you are in sales. You have the freedom and flexibility to be in the market, travel around meet people etc. Cons: As long as you have that freedom, you will be on your own.
Challenging: Pros: The sales job is really challenging. The thrill and…