Preview - Handful of Stars : Sales Mantras for Winners
Book Preview - Handful of Stars - Sales Mantras for Winners Introduction This book would try to create great sales teams full of excellent sales-persons. This book would list the attributes of a perfect sales-person and describe ways to develop those skills. Selling can be an interesting and exciting journey for a successful person who could reach to the pinnacle of her organization. This resource would try to lift the competencies and career of every reader to a much higher level, if she follows the ideas specified and customize them in her own context. This book is not a textbook seeking to describe the concept of selling instead it is an action book which can be immediately put to use by any person who want to excel in sales. The book is written in simple and lucid form so as to help even a layman to excel in sales.
Published on: Mar 4, 2016
Transcripts - Preview - Handful of Stars : Sales Mantras for Winners
Title Page Handful of Stars Sales Mantras for Winners Anshuman Sharma
Copyright Copyright ©2012 Anshuman Sharma All Rights Reserved ISBN: 978-1-105-93851-1
Dedication Dedication To my family elders Sushila Sharma and Mahesh Chandra Pathak
ContentsCONTENTSTitle PageCopyrightDedicationContentsIntroductionSales Mantra 1 - Right ProspectingSales Mantra 2 - Archive itSales Mantra 3 – General NewsSales Mantra 4 – Product MasterySales Mantra 5 – Existing SystemsSales Mantra 6 – Industry NewsSales Mantra 7 – Understand CompetitionSales Mantra 8 – Customer’s Industry NewsSales Mantra 9 – Customer RequirementsSales Mantra 10 – Consultative SellingSales Mantra 11 – Build TrustSales Mantra 12 – Instant RapportSales Mantra 13 – Follow-UpSales Mantra 14 – Presentation ToolsSales Mantra 15 – Speak, but OptimallySales Mantra 16 – Body LanguageSales Mantra 17 – Listen to Customers
Sales Mantra 18 – Job SatisfactionSales Mantra 19 – DynamismSales Mantra 20 – Self-MotivationSales Mantra 21 – Utilize SupportSales Mantra 22 – RejectionSales Mantra 23 – Connectivity ToolsSales Mantra 24 – Time ManagementSales Mantra 25 – Belief in SelfSales Mantra 26 – ProductivitySales Mantra 27 – Get Things DoneSales Mantra 28 – Belief in the ProductSales Mantra 29 – Self-ControlSales Mantra 30 – InnovationSales Mantra 31 – Belief in the CompanySales Mantra 32 – Never Talk BadSales Mantra 33 – Pleasing PersonalitySales Mantra 34 – NetworkSales Mantra 35 – Closing the SaleSales Mantra 36 – Meet the Right PeopleSales Mantra 37 – Cold CallsSales Mantra 38 – Avoid Push SalesSales Mantra 39 – Get Buy-insSales Mantra 40 – Love for TravelSales Mantra 41 – Dressing and Grooming
Sales Mantra 42 – PerseveranceSales Mantra 43 – Know When to Move OutSales Mantra 44 – IntrapreneurshipSales Mantra 45 – More Value to CustomersSales Mantra 46 – LearnerSales Mantra 47 – FeedbackSales Mantra 48 – ObjectionsSales Mantra 49 – Receive PaymentsSales Mantra 50 – Repeat SalesSales Mantra 51 – Self-BrandingAbout Author
Introduction An organization consists of various departments working together to produceproducts or deliver services to the market. The main objective of every organization isprofitability and maximizing shareholders value. For every organization, the market isthe playground and sales teams are the front line players. Sales people are therepresentatives of the organization who interacts with customers and combatscompetitors. Sales team identifies the potential buyers of the organization’s productsand services and connects with them to inform and convince them for the productsand services they represent. They understand the requirements or problems of theprospects and try to solve them with their offerings. They face prospects queries,rejection and heat of competing sales teams offering similar products and services. Asales-person is a front line soldier. Selling is a game of skills. A sales-person needs to do all right things to finallyclose the sale. Though sales team is supported by whole organization including teamsfrom marketing, customer support and operations but they take the responsibility ofcompany’s revenues. The difference between a successful and unsuccessful sales-person is more related to the selling skills rather than the support he received fromthe company. This is also true that the product and service to be sold has to be goodenough to be accepted in the market, as a faulty product or a substandard servicecannot be saved even by the best sales-person of the world. A good sales-person is committed to sales and enjoys the process of sales. Sheimproves herself consistently to be better every day by building better relationships andclosing more sales. She meets her sales targets and asks for more. She is liked andtrusted by organization’s customers and has high percentage of repeat sales. She hasthe amazing ability of understating the customer’s requirements and satisfying themwith required product or service. She is highly efficient and dynamic and regularlytakes challenges in sales. Every sales-person can be great in sales, and the processstarts the moment she decides to be better in selling.
This book would try to create great sales teams full of excellent sales-persons.This book would list the attributes of a perfect sales-person and describe ways todevelop those skills. Selling can be an interesting and exciting journey for a successfulperson who could reach to the pinnacle of her organization. This resource would try tolift the competencies and career of every reader to a much higher level, if she followsthe ideas specified and customize them in her own context. This book is not a textbook seeking to describe the concept of selling instead it isan action book which can be immediately put to use by any person who want to excelin sales. The book is written in simple and lucid form so as to help even a layman toexcel in sales. This book can be read in any format suitable to the reader; she can start fromchapter 1 or choose to read any chapter from the book. But it is necessary to readevery page and understand the idea in your own context and implement itimmediately. I hope to add substantial value to your sales career.
Sales Mantra 1 - Right Prospecting A good sales-person is great at prospecting as she wants to be clear about herfocus area. Right prospecting is equivalent to firing at the right target, instead to firinganywhere, which would be the waste of time and efforts. She would put a substantialamount of time in identifying the potential buyers with higher probability of buying. Hersorting process would include putting the intelligent parameters for filtering the namesof people with high probability of buying. This initial effort would save her from wastingher efforts on people with no intention of buying her products. Prospecting is the first step of the sales process. It is the process of identifyingthe potential buyers of the company’s products and services. This also includescollecting the contact details of these potential buyers so that they can be contactedand met. The database of potential customers can be generated on Internet or boughtfrom the professional private or public agencies. Some companies involve in thepractice of generating data themselves by creating a dedicated team for target marketdata collection. This database can also act as a company’s edge in market for sellingits products and services. The current technologies have created resources to collecthuge data about the potential customers. This data can be processed to createinformation for better prospecting which would lead to higher conversion rates. Wrong prospecting would increase the size of database as it would also includepeople with low or no probability of buying your products. Hence, without properprospecting you would be extremely busy, but with low productivity. Your efforts wouldlack required efficiency and effectiveness, which may lead to demotivation. The initialtime spend on sorting the database has high value proposition. The simplest way of improving the sales productivity is to meet the right peoplewith need for your products and services. These prospects would be more open forunderstanding the features of your offerings and would have a ready budget to closethe sales deal. This idea leads to the formula that improved prospecting is equivalentto higher sales effectiveness.
The sales team needs to have the complete clarity about the potential customersof the products and services of the company. A proper profile sheet needs to becreated about the people with higher probability of buying. Team also needs togenerate the quality database of the potential customers with necessary details of eachprospect. The necessary parameters of the sorting have to be decided and final list ofprospects is to be generated. You can have the priority listing of prospects sorted, indecreasing order, with probability of buying. You should develop the right system of prospecting in your company. The majorpoints for this system include: • Identification and collection of data for target customer segment. • Deciding the parameters for selecting the prospect. • Creating the prospect list with expected probability of buying, arranged in decreasing probability order. • Keeping your sales funnel full with quality prospects.