Key learnings that I gained from practical experience and by observing target-driven sales professionals day in and day-out, a must know by all business professionals
1. Sales is not a one-day or one-week or a one-meeting affair – it happens over a stretch of conversations and relationships with people! Be sure you are excellent at people skills! Driving revenue generation efforts does not necesarily mean that you know all about your sales deal; sometimes it is even more important to know more about the person with whom you are going to close the deal ....relationship starts when people get talking, otherwise it mostly ends with a “we will get back to you” sobby note !!
2. One missed conversion shouldnt leave you at a low note with the other person – even if you get a “No” dont feel that all chances are gone, get the friendship going! But how do you do it? The best time to do it is immeditely after they say “No” to your deal! Offer something exciting and totally unrelated to the current deal! Something which shows that you are delighted to offer something that makes them happy. It could be anything –passes for a show, an invite to child’s birthday party, a movie pass, a compliment on facebook, or a free value-add in your marketing platform.......Believe me; this gets the relationship going, and next time when you need them, they wont hesitate to take up your call! By the way – is this what we call “relationship marketing” .....May be!!
3. How about that language connection? Find common connections with your prospects, if you dont have any direct similarities, find some common interests or common friends.....I have seen the language connection working magically, Like never before !! having common connections and interests helps create relatability and adds immediate flavor to your relationship with prospects. At last you have something to talk on, apart from the deal!
4. Some sales deals are also elusive – they happen but they dont happen! Prospect on the other side wants to say Yes but is continuously saying no; and you wonder whats stopping him/her......Best strategy in such a scenario is “Expand your wings deep within the organization; dont just rely on one person/contact” – Have multiple people on the prospect side to give you tits and bits of information, which all combined may solve your puzzel
5. How about those lovely enthusiastically competitive coulleagues? Yeah, there may be a great deal of competition within the organization for deals with clients, but you need to perform and grow within this competition that too by taking your closest envy’s help !! Yeah that sounds wicked, but jealous coulleagues can really help you out a great deal, provided you do the ego massage and get your way done!!
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