Wednesday, April 26, 2017
Learning, Unlearning and Relearning is a continuous exercise for development of a salesperson.
By Sanjay Singh | consult4sales.com April 26, 2017
channel sales management, sales training programs, upselling and cross selling No comments
The 5A approach starts with the customers Aspirations and ends with the incremental an achievement of the customer. We will conduct the Assessment through a structured Training and Need Analysis (TNA). Post TNA, the customer will acquire new knowledge and skills and Apply the same with a guarantee of incremental achievement.The function of Sales is surely not about the ability to sell a refrigerator to an Eskimo! If someone is able to glibly talk his way into selling a comb to a bald person we will never say that the comb has been sold.
Sales is functions, which like other functions of management, follows a process. It is a matter of learning this process in letter and spirit. Learning sales is somewhat like learning swimming. You cannot learn swimming without going to water.
In a nutshell, there is a science behind the process of sales and there is an art which empowers a salesperson to skilfully deliver the science.
One needs to learn the science and art behind prospecting, sales pitching, need analysis, objection handling, lead generation, lead management, part closing, sales closing techniques, upselling and cross selling, reference selling, Gap analysis, probing techniques and sales MIS.
To add to these topics there are variants which will suit different forms of selling namely, Channel of Distribution, Key Account Management, Modern Retail Trade, Direct Selling and Industrial Selling.
There are other related topics like understanding consumer behaviour, product life cycle, product-price perception and positioning, delivering value, sales karmas and customer psychology.
Like any other profession a salesperson need to understand generic areas of management like effective communication , leadership, team work, time management , data mining, organising, problem solving, conflict resolution, presentation skills and so many more.
Tuesday, April 25, 2017
Lead Generation Through Cold Calls | Cold Calls Training
By Sanjay Singh | consult4sales.com April 25, 2017
cold calling, cold calls training, lead generation No comments
Cold Calling is one of the oldest technique of lead generation in Direct Selling. In as much as this method is very expensive as well as very demanding for the salesperson, any company, which has mastered this art, is very competitive in the market.
The 7 Cs prescribed above are pre requisites:
- Confidence : To meet a person unsolicited by putting your leg in the door.
- Compel: The purpose of Cold calling must be very compelling.
- Clear your mind: The Salespersons mindset has to be kept in the back burner in Sales.
- Communicate: Listen effectively and Talk less.
- Change: Script, approach etc
- Call: Maximise touchpoints everyday.
- Clean your data: Everyday. Nothing but change is permanent.
Cold Calling is highly recommended in cases of concept selling.