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.
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Showing posts with label cold calls training. Show all posts
Showing posts with label cold calls training. Show all posts
It is always a
bigger challenge to catch people doing things right in comparison to catching
people doing things wrong.
People doing
things wrong understand better when “doing things right” is rewarded.
When you ignore
those who are “doing things wrong” the ones who are not willing defaulters tend
to Learn and improve.
The percentile of
salespersons “doing things right” is always less. Hence less energy of Sales
Manager is invested to get better results sales growth
I am reminded here of a book called “Whale Done” written by
Ken Blanchard. This is a book about a trainer who trained whales in Thailand for a
zoo. He used to give the whales who performed his tricks correctly lot of fresh
fishes to eat. The ones who ignored or failed to perform his tricks, he used to
quitely deny them the right to eat the fresh fishes. Some of those whales who
failed went back to complete the task and happily enjoy the fresh fish which
the trainer used to feed them with at the end of completion of the task sales audit.
It is important to note here that the fishes were fed as
soon as the whales performed the tricks rightly!
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?
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:
It is customary to look at sales productivity in terms of no
of units sold or the value of billing done or the volume of money collected
from the market. Sales performance management is something beyond productivity in sales.
What are the
parameters that should be used to monitor Sales Performance?
Leads which have a potential to buy your product or service but have not yet decided to do so are known as prospects.
These prospects who say “NO” to the sales training call need to be suitable engaged on a “Journey from No to Yes”. How does one do this?
We have to conduct a “From – To” approach to such prospects. Try answering the following questions about the customer on a “From – To” mode:
How is the prospect catering to the need which your proposed product/service promises to resolve?
How much money does the prospect spend on the need resolution today?
What could be the wish list of the prospect in the experience of resolving the need as on date?
The answer to these 3 questions sales performance management , if woven suitably into the FAB (Features, Advantage and Benefits) of your product, will help you in engaging all such prospects who say “No” to your sales call.
1. Define your TG (Target Group) as clearly as possible in terms of Income graphics, Demographics, Psychographics & Firmographics .
2. Demand Forecasting and Target Setting is a scientific sales growth process and should not be done under an euphoric outburst.
3. Tactical planning and Strategic thinking cannot be done by sitting in offices. Data obtained first hand on the field is the only way to prepare a Go-To market plan.
4. Salespersons are not magicians who can do what you cannot do. Please do it yourself before you ask your salesperson to do it. e.g. If you give a monthly target of 30 units of sales training per month for a specific salesperson , you should be able to sell at least 2 units per day before doing so.
5. Sales Teams need a Sales Manager to be managed. In a start up , the CEO has to perform this role. Learn Sales Management be fore you venture to do so.
6. Support your sales person by actively investing in Lead Generation , Complaint handling, Reference Selling, Supply Chain Logistics, Customer Service and Quality Assurance.
7. Ensure that you have statutory budget for Marketing in terms of percentage of gross sales performance management done. Brand building is a conscious exercise and cannot be taken up after one has earned enough money.
8. Rub shoulders with Salespersons on the field. Do everything possible to ensure that the salesperson is coached.
9. Empower the salesperson to take some decision on the field rather than moving up and down ever since.
Small and Medium Enterprises often fail to solve the problem of recruiting the right salesperson who can be retained in the system to give right sales growth results first time, every time. This makes the whole process of forming a sales team so much more painful and expensive.
What are the minimum qualities that we should look for in a new sales person?
Listening Skills : My salesperson should not be a great talker. He should have the capability to make the customer talk and listen well.
Story Telling: Customers like to listen “Facts” weaved in a story. Blank facts, if not laced in a story, sounds very boring to customers.
Organized in life: Salespersons must be very organized with their data and information.
Self Discipline: This is of paramount importance. Self discipline in life with time, papers, documents etc is very important for a salesperson.
Wall-Climber: The tenacity and sagacity to look for solutions even when you are facing a wall so that you are able to climb the “wall” and get over it to move on is very important for a salesperson with good sales strategy.
What are the qualities that the HR dept is supposed to induce in a sales person after they join your organization?
A sales belief system which will “install” the following :
Farming a customer transaction into a Life Time Value
When we look for all this in a salesperson even before he or she is inducted into the system , one of the following two will happen:
You will get a salesperson with a very strong belief system which may or may not be aligned to your organizations belief system.
You will never be satisfied with the kind of salesperson that you get because even Lord Krishna will not be able to exhibit all the qualities that you look for in a salesperson.
Let us be more pragmatic and ask ourselves as to what we want before we go out to advertise and interview for new talent.
If you are still perplexed on this issue, please feel free to call us through our URL: htttp//www.consult4sales.com
