Santa in every Salesperson

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?

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Co-Create by Observing Customers in MRT

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?

1. What is the first behavioural pattern of all footfalls the moment they enter the showroom?

• They turn left / right / are clueless after entering the store sales performance management
• Which counter in the retail outlet do they preferentially move towards?
• What percentage of footfall ask a question the moment they enter the showroom?

2. When dealing with a salesperson on a particular counter,

• footfall is very clear about what they want?
• footfall is always interested in what salesperson does not show in his demo?
• footfall comes in groups of what no?
• footfall likes which category of products?
• what are the hindrances in the purchase process of a customer?

3. Once the customer leaves a counter in a retail showroom,

• How many of them want to visit another counter? - cold calls training
• How many of them are made to visit another counter by the salesperson?

4. Is the customer interested in taking a walk around the showroom?

5. What kind of discussion do customers do inside the toilet?

6. At the billing counter,

• What are the questions which a customer normally asks?
• What is the average billing time for a customer?
• What is the value of last minute pick up sale that the customer does at the POS point?

7. While conducting an exit poll with the customer after they have finished billing,

• What are the suggestions which the customer makes?
• What are the complaints made by the customer?
• What is the Average Waiting Time of the customer?

8. In despatch section ,

• Average waiting time of a customer sales growth
• 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

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Lost Opportunties in Sales

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.

sales growth

Now is the time to leverage on these old clients with any or all of the following :

1. Sell something new.
2. Sell an upgrade.
3. Sell them more of the same in a different place.
4. Cross Sell
5. 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 Faculty  IIM Kolkata. Flagship  X-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
• upselling and cross 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 :

Like Us on Facebook:  https://www.facebook.com/SMEMentors/

Follow Us on Twitter: https://twitter.com/mindtandoor

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Salesman dosn’t know the Answer

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 Faculty  IIM Kolkata. Flagship  X-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 :

Like Us on Facebook:  https://www.facebook.com/SMEMentors/

Follow Us on Twitter: https://twitter.com/mindtandoor

Follow Us on LinkedIn: https://in.linkedin.com/company/strategic-concepts-i-pvt.-ltd

Google+ - https://plus.google.com/102956952972467906782

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Subscribe On our YouTube channel for latest updates : https://www.youtube.com/channel/UCIpd-Uon-a3kFAC4Y-cE29w

Read Powerful Articles for Your Sales Growth and Lead Generation Success, Business Strategy & Growth Visit - http://consult4sales.com/blog/

 

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Successful Salespersons are Mad

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 Faculty  IIM Kolkata. Flagship  X-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:

Like Us on Facebook :  https://www.facebook.com/SMEMentors/

Follow Us on Twitter : https://twitter.com/mindtandoor

Follow Us on LinkedIn : https://in.linkedin.com/company/strategic-concepts-i-pvt.-ltd

Google+ - https://plus.google.com/102956952972467906782

Tumblr - https://consult4sales.tumblr.com/

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Pinterest.com - https://in.pinterest.com/sciplmarkon/

Stumbleupon.com - https://www.stumbleupon.com/stumbler/sconsultant4

Wordpress - https://consult4sales.wordpress.com/

Subscribe On our YouTube channel for latest updates: https://www.youtube.com/channel/UCIpd-Uon-a3kFAC4Y-cE29w

Read Powerful Articles for Your Sales Growth and Lead Generation Success, Business Strategy & Growth Visit - http://consult4sales.com/blog/

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