1. INTRODUCTION:

 

“SALES IS NOT A SKILL, BUT RESULTS AND THESE RESULTS DEPENDS UPON ATTITUDES, HABITS, SKILLS, PROCESSES & PRINCIPLES WE FOLLOW.”

 

Every profession needs specialization. An architect cannot perform surgery. A medical doctor cannot represent you a law suit. A lawyer cannot construct a building. Today, doctors have to go through medical school, engineers have to go to engineering college and lawyers go to law school but hardly do you find professional education program for sales people.

One survey says that maximum no of normal graduates go to sales field and in spite there is a huge demand of professional sales force for all types of industries, supply of proficient sales people is very low. Real good sales people are hard to find.

 

  1. SELLING IS ART & SCIENCE BOTH:

 

Selling is both an art and a science. Selling is an art because;

  • You are dealing with humans who are unpredictable due to OVERRIDING EMOTIONS & you need to be creative, innovative and unique with each prospect

 

And selling is a science because;

  • Sales is backed by DATA & DATA ANALYSIS
  • Sales process requires certain LAWS & PRINCIPLES
  • Sales requires certain RESEARCHES like – product-market mix, client – product mix, competition analysis etc.
  • Sales also requires CONTINUOUS UPDATION of Attitudes, Skills, Processes, Price structures etc.

 

 

 

  1. SALES IN ONE WORD:

     

    By providing VALUE, WORTH & IMPORTANCE………… 

     

    1. 10 STEPES TO MASTER YOUR SALES RESULTS:

     

    After reading & researching on 1000s of ultra successful organizations nationwide & worldwide, we could identify following qualities & skills in their SALES EXPERTS;

     

    • ATTITUDES & HABITS:

     

    Attitudes & Habits determine an appropriate MINDSET FOR SALES & deliver RELATIONSHIPS, CHARACTER, PRODUCTIVITY & GROWTH.

     

    • TIME LEADERSHIP:

     

    TIME is the most crucial element in life and all our actions require specific amount of time. SALES PEOPLE need to prepare their WEEKLY SALES SCHEDULE in advance for calling & meeting people as a part of TIME & TASK MANAGEMENT.

     

    • RELATIONSHIPS & COMMUNICATION SKILLS:

     

    Without understanding WHAT ARE THE TYPES OF PEOPLE & WHAT MOTIVATES THEM, it is almost impossible to persuade them to buy from you. And moreover, VERBAL, NOVERBAL & WRITTEN COMMUNICATION are must skills for any SALES EXPERT. Get all the on your BOARD & YOU CAN BE UNSTOPPABLE in the field of SALES.

     

    • SALES PROSPECTING:

     

    Either you get LEADS or you need to find your PROSPECTS organically. Use M.A.N approach in any of these cases – whether LEAD or PROSPECT has MONEY, AUTHORITY TO MAKE DECISION & NEED. If yes, then it is your QUESTIONING SKILL & SOLUTION PROVIDING ATTITUDE will play major role to make him your client.

     

    • TELEPHONE SKILLS:

     

    Understand that we all have one thing in common which is always a shortage and that is; ATTENTION SPAN. Make your TELEPHONE SCRIPT whether you have a fresh call or follow up call. Your SCRIPT should cover major challenges of your industries, how you solve them and inviting them for conversations with assurance that HIS TIME WILL BE WELL INVESTED IN THAT MEETING.

     

    • CONVERSATION & PRESENTATION SKILLS:

     

    When you are in front of your client, make sure that you identify his BUYING MOTIVE – FEAR OF LOSS (Needs or Challenges) or HOPE OF GAIN (Interest or Expectations). To identify this, you must have your question bank around SITUATIONS, PROBLEMS, IMPACT, SOLUTIONS, QUALIFYING, BENEFITS AND CLOSING. Keep your ANSWERS limited to his answers towards your QUESTIONS. Create a REAL BURNING DESIRE in your conversation for your PRODUCT or SERVICE.

     

    • OBJECTON HANDLING SKILLS:

     

    OBJECTIONS are nothing but OPPORTUNITIES FOR SALES. They are their REAL REASONS to inquire more for your PRODUCT or SERVICE. Use “3 Es” method – EXPLORE through right questions around his OBJECTION, EDUCATE him with right DATA & TESTIMONIAL & ELIMINATE all his doubts by offering additional guarantees or supports or any back up plan.

     

    • NEGOTIATION SKILLS:

     

    NEGOTIATION means any conversations which lead to WIN – WIN. Otherwise, it is bargaining and stop doing that in your SALES PROCESS. NEGOTIATION is a part of COMMUNICATION SKILLS which requires 10 different STRATEGIES but at least follow these 02 STRATEGIES – First, MAKE N.I.C.E analysis (Need, Interest, Challenges & Expectations) of your CLIENT and Second, DO NOT DO ANY PRICE NEGOTIATION from beginning.

     

    If you do not follow these 02 STRATEGIES and know other 08 STRATEGIES, you will not be able to CLOSE THE DEAL.

    • CLOSING SKILLS:

     

    This is one the most tough area because science says that “We all are extremely tolerant with our current challenges and do not wish to opt for solution unless it becomes highly unavoidable.” One research says that, ‘Best in class companies CLOSE 30 % OF SALES QUALIFIED LEADS.”

     

    So, above both the data suggests to have CUTTING EDGE PSHCHOLOGICAL ANALYSIS SKILLS while you meet your client for CLOSING. Use these 02 STRATEGIES – First, ALWAYS MEET DECISION MAKER & Second, align his focus on his BURNING CHALLENGES and SHOW YOUR SOLUTIONS as HIGHLY COMPETITIVE against others with R.O.I.

     

    • SERVICE SKILLS:

     

    This is not a department but DNA for any organization & sales people. Research says that, “01 in 26 clients complain and rest disappear.” This means when client complain, it is his way of saying that he wants to stay with you. Follow this one MANTRA – “People don’t care how much you know until they know how much you care about them” and you will be in a league of HIGHLY CLIENT CENTRIC INDUSTRIES.

     

     

    What is that 01 PHENOMENON when you embark on this SALES EVOLUTION?

     

    “You will have to ANALYZE YOUR CURRENT DATA, MAKE YOUR NEXT YEAR GOAL & USE ALL THESE 10 STEPS.”

     

    What is that 01 PROMISE when you complete this SALES EVOLUTION?

     

    “You will ACHIEVE min 1.5 to 2 times your CURRENT SALES PERFORMANCE.”

     

     

     

     

     

    Keep learning…. Keep selling….

     

    Nirav Sheth (Shoonyaham)

     

    (Put my pic from profile)

     

    ABOUT US:

     

    We at ZERO EFFORTS, help people & businesses to transform their LEADERSHIP, PRODUCTIVITY, SALES, HR FUNCTIONS, ENTREPRENEURSHIP, LIFE MASTERY & SPIRITUALITY through our live & recorded courses, books, tools, templates & hand holding.

     

    If you feel this BLOG has added any VALUE, you may contact us on following details for more engagement and learning with us.

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