ByPrabhu Swaminathan
https://www.linkedin.com/in/prabhuss
Sales –It’s a co-creation of experience
Common Sales -Problems
Theory Vs Practical At the end it’s the luck Customer Expecting too
much Pressure vs Perseverance Priced too high Delivery Challenges Competition from Customers
perspective Influence the customer to
close
Theory Vs Practice
a. Suspect (Market Understanding)
b. Prospect( Influencer /Decision Maker)
c. Customer (Pattern of Buying)d. Key Accounte. See for that Spot ( True value-
Ego not the product/Service)f. Identify your own success
style (resonate with values, systems )
Is there Luck!
Market Knowledge/Go with Preparation for every customer as every customer is unique
Understand the Value Proposition – In line with Customer expectations
Be Honest /True/Disciplined(Its ok to accept what we don’t have )
Like the product/service you sell (Body/Mind /Soul –Resonance)
Consistency in all the above –Its no what we do once matters
We become unlucky (If we have gaps in the above for the customer /Prospect to turn towards competition)
Example:
Expectations Vs Fulfilment
Set right expectations/Customers can be more informed
Be realistic If challenges be the first
to alert the customer Loop in customer in the
process of execution Leave that small
Impact( Coffee)
Pressure Vs Perseverance
Just do the right thing (Define right thing properly)
Put 80% of the time in the right account (Define right account properly /Decision maker/Potential/Influencer)
Understand demand = F( willingness to buy , Ability to pay ,Cultural/Values constraint)-Everyone who is willing to buy is not your potential customer.
Do few value adds . Its ok to invest time and giving the customer few reports
Follow up (Disciplined time lines) Don’t push for closure rather
communicate the value if closed quickly
Priced too high!
Be clear on Individual empowerment to close deals
Survey- What they don’t teach in HBS
Use right technique
Calls Emails Style Network Forums Lead Channels
Delivery Issues
Gap between Super Selling and Delivery Constraint
Understanding the competency of the back end
Understanding the internal policy constraints
Why- He is waiting ! Why- He has been
blocked to vent out! Why- You be the owner
and listen Why- You have all
chances to make a bigger Impact
Example :
Volunteer to Disappointed Customer
Knowledge first- relationship next- Business follows
Do just 1 more Customer gets disappointed at times not
because we don’t deliver but just because nobody owns the failure
Crisis to an opportunity to regain peak trust
Make the customers feel guilty by discipline and process
Sales is a co-creation –Involve the customers in the process
At the end of the day we are dealing with humans (Don’t forget emotions)
“Sales Success” – When customers become good life time friends
My Signature Statements
Thank U
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