Corem Sales Consulting's "The Secrets of Fearless Sales Professionals"

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About Corem Sales Consulting Private Limited Corem Sales Consulting helps start ups and growing companies across verticals, build the sales engines and strengthen the key core areas to transform into true sales organization. Corem has helped hundreds of professional to upgrade the skills & adapt to the new realities of the market. Many sessions are also conducted in the universities & colleges for the MBA (Sales & Marketing) students, to have better awareness about the selling profession and the career path. To learn more about Corem Sales Consulting, visit: http://www.CoremSalesConsulting.com Email – [email protected] Free eBook by Corem Sales Consulting When you master these hidden secrets of the top 4% of the Sales Professionals, you get UNLIMITED SELLING POWER ! Master these fundamentals to Master the Art of Selling. The hidden traits and behaviors of "Lucky" Sales Professionals are REVEALED now : 1. Key 4 CORE AREAS to Strengthen, which will make you almost INVINCIBLE. 2. Know the 8 Habits of RAINMAKERS, who contributes ~80% to their organizations' Revenues and EARN 7-10x income, every year !! 3. Model these 16 traits of FEARLESSNESS, and competition would not want to see you in any opportunities. 4. Know how "Dressing for Success" influence and impacts your customers and how you can use physical appearance to dominate your customers' minds. 5. 93% of Communication is "non-verbal". Use "Body-Language" to persuade your customers. 6. Know how to use "Presentations" to technically "close" your orders, this is the backbone of your profession. 7. Know how to use "Questions" to control the conversation with your customers, and use effectively to unearth the REAL NEEDS. 8. Cold Calling is DEAD. Discover the new "indirect" ways to leverage your existing clientele base and multiply your "Value Prospecting" to snowball your funnel and qualified business opportunities. 9. Can you just read the body language of your prospects/customers to know the "Truth"? Know it now. and much more... The book is full of such practical sales strategies and details, which makes some of the Sales Professionals really really POWERFUL & High Income Earners ! The Free eBook is available for a limited time. So, grab this book, start implementing the strategies and fast track your career in Sales.

Transcript of Corem Sales Consulting's "The Secrets of Fearless Sales Professionals"

Page 1: Corem Sales Consulting's "The Secrets of Fearless Sales Professionals"

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Copyright ©06/2014. Corem Sales ConsultingAll Rights ReservedeBook Production Services: Corem Digital ServicesCorem Sales Consulting P LChennai. Indiahttp://coremsalesconsulting.com

“A must for someone who has no clue of Sales Profession.” - Rajiv Sawhney, Senior Sales Professional

“General perception about Sales is that you dont need any skills except talking, manipulation, lies andsomehow push the sale. Every such person should go through this book to know, how hard these successful

sales professional work to earn the lifestyle they lead.” - S. Rajesh, Senior Manager, Sales

“This book should be read by every member of sales team to understand the seriousness of the professionthey are into.” - M. Santhosh, Experienced Sales Professional

PREVIEWYou too can share your thoughts by sending an email to [email protected].

“Fearless is looking fear right in the eyeand saying, “Get the hell out of my way, I’ve

got things to do.” - Anonymous

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About Me... in nut-shell

Landed accidentaly in Sales, I was blessed to work under genuine Sales Leaders for close to two decades. They almost spoon-fed me the field sales skills and taught me building businesses from scratch, one after the other, quarter after quarters, year after years. I was also fortunate to work for some of the world's best organizations, like Sun Microsystems, IBM, Oracle, Ingram Micro etc., which exposed me to the world class sales practices, marketing,

processes,products, technologies and help building the necessary domain expertiese.

In July, 2013 I launched Corem Sales Consulting which helps companies to build “Sales Engines” and alsoimpart powerful professional selling skills to sales professionals ! Over these years, I performed various roles in Sales, for eg.

Sales Leadership - Business Strategy Building & Execution, Leading Team, Channel Development &Management.

Strategic Sales – Competitive Market Share Expansion, Influencer Indirect Routes Direct Sales – Entry Level, Mid-Range, Complex Highend Solution , Large Accounts, Small & Medium

Business, Territory, Country And Region’s Business Management. Business Development & Marketing - New Business Development, New Products/ Initiatives

My ex-boss used to say - “In the life of Sales Professionals, we change only our Designations & Vehicles...Profession remains same. We have to SELL & HIT our numbers every time, and it doesnt matter, whether youare a Sales Rep or a Sales Leader”. Such statements have always inspired me to overcome fears, work hard,stick to basics and practical approach, and I can tell you without an iota of doubt and 100% confidence thatthis is the only way to achieve peaks in sales performance.

Apart from getting multiple prestigious Sales Awards, for me the most memorable moment was to meet MrScott McNealy, Founder & CEO, Sun Microsystems during “SunRise Winner” – Sun Mic’s WW Recognition oftop sales leaders in Hawaii, Honolulu, USA. When I asked him secret of his success, he said - “Keep it verysimple. Always keep customers' interest your top-most priority, and you will never be disappointed.”

Sales is one of the toughest but the most rewarding professions.In this small ebook, I have highlightedfundamentals which one should take care of when making career in Sales. This can be useful forfreshers out of the college or even to those who have spent few years, & who are not as lucky to haveLeaders around, as I was.

I would love to get connected with you, and get your feedback.

www.CoremSalesConsulting.com [email protected]

Rajneesh JainFounder & Director

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Contents

Introduction 5

Becoming a Rainmaker 6

Exercises for Becoming a Rainmaker 17

The Traits of a Successful Sales Person 18

Exercises for Successful Traits 32

Dressing for Success 33

Dressing for Success Exercises 34

Your Body Language 35

Body Language Exercises 36

Your Sales Presentation 37

Delivering Your Presentation 40

Presentation Exercises 40

Learn to Ask the Right Questions 41

Learn to Ask the Right Questions Exercises 43

Attracting Clients 44

Attracting Clients Exercises 45

Learn to Read People 46

Learning to Read People Exercises 47

Best Practices 48

Exercises for Best Practices 50

Conclusion 51

About Corem 52

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1. Introduction

Thank you for taking the time to download this ebook.

If you are a fresher out of the campus, thinking of entering the world of sales you may want to research thissubject in depth. If you have already spent few years in Sales, and figuring out the ways to “settle” down in thisprofession, this book becomes an important reference for you to go through.

While it seems that some people are born to be sales people, others are not. To some, sellng profession is justan “ad-hoc” where you just need to be “extrovert” & “talker” and to many other, the only skill required toachieve success is “aggression”. There are many other popular perceptions, misconceptions, myths & beliefsabout sales and we are definitely not discussing all that today.

Is it possible to learn how to become accomplished sales professional or are you just barking up thewrong tree?

This ebook will discuss the fundamentals of what it takes to become Authority at sales. You can then decide foryourself if this is an area you wish to pursue further and excel at.

In next few months, I have plans to come out with many such small “easy-to-refer” free or affordable eBookson various aspect and areas of Professional Sales. Not to mention, the content covered here will be based onfield experience, no-philosophy or theoretical knowledge, but something which you start implementing, rightafter finishing reading.

Achievement in any field ultimately depends upon 3 factors : Results You want to Produce or Know Where You Want to Go The Reason Why You Want to Take Such Pains The Price You are willing to Pay for it (the MASSIVE ACTION)

So, this book is dedicated to all those who are willing to read & understand, decide on what they want to get &why, and are willing to take ACTION on daily basis to realize their own Dreams !

How to make best use of the book :1. Read each chapter and if required repeat. See it, hear every word, feel and understand the concept

behind.2. Sincerely complete the exercise given at the end of each chapter.3. Visualize those qualities in you. See yourself behaving and acting with those traits in you. Make Notes.4. Once you finish the book, construct the mental image of “ideal” you based on all the traits discussed in

this book. Hold this picture every moment.5. Work hard to build the Knowledge & Skills, and practice the skills.6. If you don't understand something, do not hesitate to get in touch with us.

Best Wishes,

RAJNEESH JAINJune 2014

http://CoremSalesConsulting.com

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Are you ready to be seen asthe next RAINMAKER in

Your Company?

The difference between try and triumph is just a little umph! – Marvin Phillips

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Let's first understand the meaning of “Rainmaker”.

As per dictionary, it is

rainmaker (re nme k ), nounɪ ɪ ə

a person who attempts to cause rain to fall, either by rituals or by a scientific technique such as seedingclouds with crystals.

Many might not know, this term 'Rainmaker' is also associated with sales people.

This is the term given to those few who bring in a ton of new business for their company. They seem to do thisin an effortless way, and others just can't seem to put their finger on why they are having so much success.

A rainmaker will often be a key figure in acompany and is more than just a salesperson.They are often informal Leader in the company

and are held in high regard.

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In any field, continuos Efforts are required in all the 4 Core Areas

to achieve EXCELLENCE :Mindset, Skills, Knowledge & Tools

1, Mindset

1. CHAMPION'S MINDSET2. POWERFUL SKILLS3. SIMPLE TOOLS4. IN-DEPTH KNOWLEDGE

The same applies to Sales Profession too. This makes these Rain Makers different from thenormal average struggling salesman, as they work hard to develop and keep upgrading thesekey 4 areas.

It is this 'rainmaker' association that many new sales people hope to achieve. It is absolutelypossible to do so, but you will need to fine tune your skills and be prepared to roll up yoursleeves and work hard.

Refer www.CoremSalesConsulting.com for further details.

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<<BLANK>>

DOWNLOAD THE BOOK

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Delivering Your Presentation

When it comes to delivering your sales presentation there are a few key elements that you want tokeep in mind.

And there is much more to DISCOVER !!

For the rest of the book, please visit and download –www.CoremSalesConsulting.com

Connect with Rajneesh Jain on LinkedIn Follow Corem on LinkedIn

Connect with us on Facebook Corem Twitter

About Corem Sales Consulting

Corem's NexGen Sales Consulting for sales organizations is structured around 4 Pillars : Sales Professionals, Simple Sales Processes, Sales Plan & Sales Culture.

Corem's NexGen Sales Skills for Sales Professionals & Leaders is around these 4 Pillars : Sales Skills, Sales Mindset, Sales Tools & Sales Knowledge.

Our Services to "EMPOWER THE CORE" are designed accordingly , they are :

✔Startup Sales Structures & Business Model Consulting – Direct/Indirect/Online ✔Sales Consulting for Growing Business ✔NexGen Sales Skills Workshops – Basic & Advanced Sales Skills ✔Corem Sales Academy ✔NextGen Corem Services – Video Sales Letters, Brand Building & Internet Sales Strategies

We are committed to swiftly align and mobilize our clients' people to accelerate business growth, improve orchange current practices, and boost performance.

www.CoremSalesConsulting.com

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Few more mini-eBooks to be released in next few months (for sales):

The MSTK Way to Fearless Selling The Sales Negotiation Skills

Easy Business Planning for Growing Business Owners The Champion Public Speaker

“Rajneesh, is an amazing professional with an eye for results! An incredible asset as a mentor, aleader, and on any team. Truly powerful and committed to the larger cause!” - Christopher Howard,#1 Best Selling Author, Founder CEO, Rock House, USA.

“If you are considering great improvements in your selling organization, I would highly recommendRajneesh & Corem. Like a trusted adviser, he worked closely with our organization and patientlyhelp building & operating simple sales processes. Focus, the shift in the mindset of the people andorganization culture is massive and, results are tangible." -NK Mehta, MD, Secure NetworkServices

“Corem started working with Skylark and team, and within 6-8 weeks time, we could clearly see thetangible differences in the attitude of our sales force. Within a quarter most of the team membersstarted hitting 100%+”. Jose Prakash, Director at Skylark Information Technologies

Fore more details visit : www.CoremSalesConsulting.com

! Thank You !

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