Salespersons must be Influencers

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers sales growth.

1. Which of the following do you do to ensure that you develop Persuasive skills in yourself?

2. Sit on the customers mind like a bee on flower
3. Stick to your point, no matter what the customer feels or says
4. Craft a middle path on every objection raised by customer
5. Agree to disagree with the customer
6. None of the above
7. All of the above

8. Which of the following will ensure that you are not logical?

9. If customers logic is wrong, you teach him your right logic
10. You always look for your logic within customers logic
11. You first try to disprove customers logic
12. You arrive at the correct logic rather than telling your correct logic
13. All of the above
14. None of the above

15. Which of the following is True and False? Please tick accordingly.

16. Absolute truth is a myth.
17. Absolute false is a reality.
18. Positive and Negative aspects of an argument depends on the perspective of the person talking
19. To be positive in a discussion one has to start with customers aspect of positive discussion channel sales management and steer the same to your aspect of positive discussion
20. None of the above
21. All of the above

22. How do you practically stay calm?

23. By trying to take heavy breaths whenever BP is high
24. By not getting excited on anything
25. By learning early in the negotiation about the expectation matrix of the person that we are trying to influence
26. None of the above
27. All of the above

1. How do you tactfully challenge the views of others without annoying them?

2. By vociferously rebutting the points made by the other person
3. By actively listening to the other person and discussing weak links in the same
4. By raising your voice
5. By showing a strong body language
6. None of the above
7. All of the above

8. How do you handle objections of the other person?

9. By putting a strong logic in your favour
10. By showing the weakness of customers logic
11. By finding a common ground of discussion with the customer sales performance management
12. None of the above
13. All of the above

14. What is most important to you when you are negotiating?

15. Good listener
16. Active listener
17. None of the above
18. All of the above

19. What should you be ready to compromise?

20. Stand
21. View
22. Objective
23. Profit
24. Ego
25. Victory

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10 Points all Entrepreneurs must know about Sales

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.

10. Believe in the religion of sales.

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5 Pre requisites in a Salesperson

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?

1. Listening Skills : My salesperson should not be a great talker. He should have the capability to make the customer talk and listen well.
2. Story Telling: Customers like to listen “Facts” weaved in a story. Blank facts, if not laced in a story, sounds very boring to customers.
3. Organized in life: Salespersons must be very organized with their data and information.
4. Self Discipline: This is of paramount importance. Self discipline in life with time, papers, documents etc is very important for a salesperson.
5. 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 :

• Lead Generation
• Lead Engagement
• Sales Negotiations
• Sales Funnel Management
• Customer Satisfaction Index
• Customer Service
• Customer Service Recovery
• Customer Relationship Management
• 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:

1. You will get a salesperson with a very strong belief system which may or may not be aligned to your organizations belief system.
2. 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

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