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A BEHAVIORAL APPROACH
By Dr.S.KRISHNA KUMAR
www.salesroundup.com www.salesroundup.com/blog
As a veteran YOU may have forgotten what its like to sell under adverse conditions Some sales statistics
In a down economy
One out of four sales people will fail and leave sales for a different career Approximately 60% will struggle through this period with less than stellar results About 15% will over achieve!
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Summary
Free Three Part Podcast
Summary
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Summary
Do your homework
Preparation is key
You will beat 80% of the sales people The top 20% do this in good and bad times Researching Your customer / prospect
Market share Competitors Employee Organization chart Corporate challenges Annual report (10K)
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Valued Partner
The relationship has moved to one of mutual commitment and trust.
Trusted Advisor
The relationship has reached a level where both firms jointly develop strategies. Both firms confidential information flows freely.
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NEVER loose a top customer Dont get out sold HELP IN IMPROVING COMPETITIVENESS
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Understand your customers needs and make it your personal objective to help your customer succeed. Dont cut corners
In the good times the bottom 80% do just enough to get by and lets face it it can work In the 90s if you fogged the mirror you could sell Only the best will survive in tough times
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Determine which competitors are failing and target their customers Work smarter than your competition Develop aggressive and creative proposals
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KNOWLEDGE LEARN, UNLEARN & RELEARN HAVE COMPLETE IDEA ABOUT YOUR INDUSTRY,COMPETITION,PRODUCTS, TECHNOLOGY,BUSINESS ENVIRONMENT
AN ISIGHT IN TO YOUR CUSTOMER WHAT IS THE SOLUTION HE IS SEEKING, HOW BEST YOU CAN MEET HIS NEEDS/WANTS
INNOVATION IN WHICH WAY IF I DO THINGS DIFFERENTLY THAN WHAT I HAVE BEEN DOING HETHERTO WILL SUCCED. WHAT CREATIVE MEANS I CAN ADOPT IN DOING EVERY SMALL THING THAT MATTERS MY CUSTOMER. IN YOUR EVERY STEP YOU MAKE THINK BEING DIFFERENT THAT IS THE SURE WAYU TO SUCCESS.
SKILLS: TO TRANSLATE WHAT YOU THINK YOU WANT TO DO IN ACTION NEEDS SKILLS. EXCELLENT COMMUNICATION, EFFECTIVE UTILISATION OF TIME GOOD INTERPERSONAL SKILLS A PROFESSIONAL SALES PERSON SHOULD INVEST CONTINUOUSLY IN ACQUIRING NEW SKILLS. THIS WILL HELP HIM IN CREATING A BRIDGE OF CONFIDENCE WITH THE CUSTOMER WHICH WILL BE DIFFICULT TO BREAK
STRATEGY: IT IS LIKE WATER THAT FLOWS,WATER WHEN IT FLOWS ON THE ROCKS WILL FIND ITS WAY CHANGES COURSE EVEN IF IT IS OBSTRUCTED AND REACHES ITS DESTINATION. KNOWLEDGE, SKILLS AND INNOVATION IN ASUITABLE MIX WILL HELP YOU IN DELIVERING THE BEST STRATEGY.
WHEN YOU LOOKAT SELLING AS A NOBLE PROFESSION WHERE YOU FACILITATE AN INDIVIDUAL IN REACHING HIS GOAL, YOU WILL CERTAINLY ENJOY YOUR PROFESSION IT WILL NEVER BE THE SAME ONE WHERE YOU JUST CHASE TARGET AND GET TENSED. ON THE CONTRARY IT WILL BE THE ONE WHICH INTOXICATE YOU AND
NEVER WONDER HOW CAN I DO A TASK. FIND WILL TO DO IT AND WONDER HOW I DIDIT. THANK YOU