Our insights into the function of ‘Sales and Customer Service’ are a credible reference point for Subject Matter Expertise in the domain of Sales Management
“We partner the business growth of our clients by helping them sell more, earn more and follow the same up by creating life time value out of their customers.”
Corporate Sales Trainer for brands like Airtel, Tata Indicom, Godrej and Boyce,ICICI, LIC.
Visiting faculty on Sales and Distribution at IIM, Kolkota in 2012-13 SalesManagement and Business Growth Consultant for Small and Medium Enterprises. Has domain expertise in industry verticals like Telecom, Finance, Education and Consumer Electronics.
Process ensures standardisation, a necessary ingredient when we want to have predictable results from obvious inputs. Many a times, it is the sequence of what you do and how do you do that decides results.
Strategic Concepts (India) Pvt. Ltd is a leading sales training ,sales growth consulting company Nagpur, India offers corporate sales training programs for direct sales, channel sales, cold calls, lead generation, sales negotiation skills, ACY sales management, key account management. Help to manage, grow and optimize sales operations and distribution channels.
All
good salespersons on earth are like Santa Claus, good, smiling and always ready
to give!
Salespersons
should always have the goodness of a Santa Claus in them. We cannot nurse a
vengeance against anyone. Our bag is always full of goodies for those who wish
to become our customers. This and many more qualities of Santa Claus makes a
good salesperson.
We
very strongly believe that there is a Santa Claus in every good Salesperson on
Earth. Let me cite the 10 reasons in support of my claim above on behalf of
good salespersons on Earth :
1.
Always smiling and ready to serve.
2.
Do not nurse a vengeance against customers even if the latter is wrong.
3.
Always has a goody bag for good customers. The gifts come with a "No
Conditions Apply!"
4.
Create a positive aura wherever they go.
5.
Harbinger of "good and happy times to come"
6.
Like the 7 reindeers of Santa Claus, a Salesperson has 5 reindeer like thoughts
for maintaining best customer relationships - SWITS - Sorry, Wish, Inform,
Thanks, Share
7.
Never dupes or cheats with any customer.
8.
There are always at least 10 good people who are ready to vouch for a good
salesperson.
9.
There are no criteria of caste, creed or religion to become Santa just like
there is none to become a good salesperson!
10.
All and sundry love Santa just as they love a good salesperson with good sales strategy!
Friends,
on this occasion of Christmas, 2017 I wish all my fellow salespersons a very
Merry Christmas and hope and pray that they never allow the Santa in them to
die!
Santa
Claus represents Evangelists who bring happiness to peoples life with a “No
Conditions Apply!” approach.
It
will be a good idea for all sales consultant to become Santa on X-Mas day in one or
all of the following ways :
Meet,
Greet Customers unsolicited and offer a free check up or service call.
Drop
a goody bag at customers doorsteps with a message – Whenever you need a Santa
Claus, Think about us!”
Call
customers and teach them a new application on your product or service which the
customer has not hitherto used.
Meet
the customer and ask them to give you Santa points on a scale of 0 -10 based on
your last years service levels offered to the customer sales growth.
Drop
an SMS to the customer – “We will always uphold the Santa Claus in us. First
Time, Every time!”
It
is important for all Salespersons to re look on their Sales Karma’s on this day
and ask themselves whether they deserve to be called the Santa Claus in their
customers lives.
Do
they offer their service to their customers on a “No Conditions Apply!”
approach?
Co-creating new value systems in your business is the new mantra. For doing this you got to observe your customers very well. This blog is written from a perspective of Modern Retail Trade Large Format.
You can “Create” the best value system but the same is not appreciated well unless the same is “Co-created” with your customers.
What are the things that you can observe in a large format retail outlet vis-a-vis a customer?
What is the first behavioural pattern of all footfalls the moment they enter the showroom?
No of deliveries which complies to internal TAT(Turn Around Time) and no of deliveries which are non compliant to TAT
No of deliveries done right in the first time. ( No repeat alterations)
I am sure that if you are into Modern Retail Trade(MRT), you will be able to continue with this list and make the same customised to your business. This blog is just to give you an indicative direction to route your thinking process.
If you hit any roadblock in this thinking process, dial 9970506000 for help or log on to www.consult4sales.com
I’m amazed at salespersons who make a sale sales strategy and move on to the next prospect. I challenge you to carefully(and honestly) look at your customer list. I’ll bet that there are hundreds of opportunities to sell something.
The advantage that you have with these old customers are as follows :
1. They know you and respect.
2. They like you. (hopefully)
3. You have already established a connect with them.
4. Credibility has been built.
5. They are already using your product or service.
6. Your mobile no is installed on their mobiles.
7. They will be more receptive to your presentation and ideas.
8. Your need analysis of the customer is already done, in general.
9. You have already mapped the natural market of the customer.
10. You can afford to relax payment terms ,as the case may be because you now dealing with a known devil.
Now is the time to leverage on these old clients with any or all of the following :
Sell something new.
Sell an upgrade.
Sell them more of the same in a different place.
Cross Sell
Invite your customers for lunch to get references and try selling to their referrals.
Remember, every customer has a LTV (Life Time Value). It is for us to realize the same from old customers. Never forget a customer after selling him once.
Mr. Sanjay Singh, sales consultant Founder of Strategic Concepts (I) Pvt.
Ltd.MDP FacultyIIM Kolkata. FlagshipX-Sell™ Sales Management and Business Growth
Consultant for Small and Medium Enterprises.
Strategic Concepts (I) Pvt. Ltd. endeavors to be a single
window solution for all issues and challenges related to Sales Management
across different forms of selling like:
Got any questions about our Sales Training Programs or
Sales Training Ideas for your organization?We look forward to interact with all
professionals who take pride in being sales professional. For further details
log on to http://consult4sales.com/services/outsourcing/sales-management-training/
If you want to invite Mr. Sanjay Singh
for a Training, Seminar or Event, then please click on the link: http://consult4sales.com or Call at +91- 9970506000
Stay connected with Us for regular updates on Our Social
Channels :
Salespersons are not expected to know the right answers before they go for the sales call. I have found a lot of salesperson nervous before making the sales call sales strategy. When encountered , they said that they are nervous because they do not have enough product knowledge to be able to answer all the questions that the prospect is expected to pose during the sales call.
This nervousness is not correct all. Why?
Because, I do not expect the best salesperson to know the right answer and even have the feeling that they know the right answer.
A good salesperson always finds the inputs toward framing the right answer.
This is their job.
Let me give you an example to elucidate what I am trying to communicate. Lets say Jack, the sales consultant in this case, is making a sales call to pitch for a Mercedes Limousine. He encounters his high profile customer and the latter starts- Customer: Yes Jack , what is that you want to offer to me?
Jack : Sir, you are so big and great. What can I offer to you? Only if you could tell me the features and benefits that you look for in your next limousine, will I be able to guide you in the same.
Customer: I want x, y and z benefits.
Jack: Thank you sir. If we can provide you x, y and z benefits should I consider the deal closed?
Customer: Maybe……
In this case if Jack would be nervous before the call, that he does not know all the features of BMW limousine, Toyota limousine and many others, will it not be stupid of him to think so??????
Remember , we as salespeople sales growth are not supposed to give the right answers even if we know them. We ask the customers about their choice and than see if our product or service can accommodate them or not.
Mr. Sanjay Singh, Founder of Strategic Concepts (I) Pvt.
Ltd.MDP FacultyIIM Kolkata. FlagshipX-Sell™ Sales Management and Business Growth
Consultant for Small and Medium Enterprises.
Strategic Concepts (I) Pvt. Ltd. endeavors to be a single
window solution for all issues and challenges related to Sales Management
across different forms of selling like:
Got any questions about our Sales Training Programs or
Sales Training Ideas for your organization?We look forward to interact with all
professionals who take pride in being sales professional. For further details
log on to http://consult4sales.com/services/outsourcing/sales-management-training/
If you want to invite Mr. Sanjay Singh
for a Training, Seminar or Event, then please click on the link: http://consult4sales.com or Call at +91- 9970506000
Stay connected with Us for regular updates on Our Social
Channels :
All Successful Salespersons are Mad. All Mad persons are not successful!
Success in Sales Strategy comes out of a lot of madness, eccentricity,passion, zeal and enthusiasm to perform. It is never a pleasure to “climb the wall” as the only solution always to move ahead. Salespersons master in this to the extent that they enjoy doing this every time, every moment.
All salespersons have to work hard to locate all such people on Earth who have the kind of “Love” that you are looking out for. Anything that you love as a salesperson or the customer loves as a user is not important unless there is a sense of commonality in both. Only mad persons can forego what they love and look for commonalities! upselling and cross selling
Lets look at the “Attitude” component in Sales Success apart from other factors. If you don’t have an element of madness enough to “think big” as well as “think fresh” your views may end up rotting in your mind for the rest of your life.
The above illustration shows 10 top keys to success in Sales. As a practicing salesperson I would like to put “Madness to perform” above all these 10 points
The 4 keys to Sales Growth Success shown above is very logical. Please understand that only an insanely mad person who has only one aim in life and that is to be “successful in sales” can fulfill all the 4 categories mentioned above.
I would go ahead to say that if you are “Mad enough” to make a slave out of your performance, you will rock in the world of sales. If not, I have met so many sales professionals (so called) who have all the above virtues mentioned above but yet they are not coveted sales professionals.
Make it large! Make it fun! Let it intoxicate you always!
Mr. Sanjay Singh, Founder of Strategic Concepts (I) Pvt.
Ltd.MDP FacultyIIM Kolkata. FlagshipX-Sell™ Sales Management and Business Growth
Consultant for Small and Medium Enterprises.
Strategic Concepts (I) Pvt. Ltd. endeavors to be a single
window solution for all issues and challenges related to Sales Management
across different forms of selling like :
Direct
Selling
Channel
of Distribution
Modern
Retail Trade
Industrial
Selling
Key
Account Management
Lead
Generation
Sales
Process
Sales
Dashboard Monitoring
Business
Strategy and Growth
Competition
Analysis
Go-To
Market Plan
Market
Audit & Survey
Sales
Funnel Management
Sales
Consulting
CRM
Sales
Metrics
Sales
MIS
Cross
Selling & Up selling
Reference
Selling
Customer
profiling
Got any questions about our Sales Training Programs or
Sales Training Ideas for your organization?We look forward to interact with all
professionals who take pride in being sales professional. For further details
log on to http://consult4sales.com/services/outsourcing/sales-management-training/
If you want to invite Mr. Sanjay Singh
for a Training, Seminar or Event, then please click on the link: http://consult4sales.com or Call at +91- 9970506000
Stay connected with Us for regular updates on Our Social
Channels: