#indiastopratedsalescoach

[sanjay4sales]

India’s top-rated sales coach speaks about how to align sales and marketing and what role does it play in the world of business. You also get a clear understanding of how you can improve sales velocity while pushing your brand value to new heights by simply understanding the five keys of sales and marketing alignment. You also get the right learning of the compounding effects the misalignment may cause on a Small and Medium Enterprise (SME).

[sanjay4sales]

Back office Jobs in Sales

The function of Sales has evolved in the last 5 years with Internet becoming more popular through mobile phones in general and whats app in particular. In this blog, I will list down the possibilities in Sales as a career option for all those of you who do not like to work outdoors under the Sun.

What are the backend roles in Sales?

Sales Coach Mr. Sanjay Singh Speaks about Back office Jobs in Sales

1. Tele caller:  Incoming and Outgoing voice calls desks are separate

2. Digital Marketer : Lead Generation, Social Media Marketing, Search Engine Optimisation, Content curation

3. Marketing Communications : Closely interact with brand team and sales team so that apt marketing communication is made. This person is also expected to understand print production, deployment and marcom. implementation.

4. Sales Coordinator : This role is expected to be a bridge between management and sales team.

5. Sales MIS : Sales Management Information Systems (MIS) creates sales dashboards and sales funnels so that management can review the work in progress, performance analysis and productivity management of sales teams.

6. Customer Relationship Management: CRM software automates the sales journey and this executive is expected to run and manage CRM software.

7. Customer Loyalty Program Coordinator : Develop loyalty program and implement the same based on past purchase history of the customers.

8. Customer Grievance Executive: Complaint handling and handling irate customers.

9. Customer Care Executive: They interact with the customers post sales and ensure a high customer satisfaction index. (CSI)

10. Market Surveyor: Market Research and data collection based on live samples in the market.

11. Market Intelligence Executive: To know about competition and competitors in the market.

12. Media Scanning Executive: To scan all newspapers everyday to find out what has been covered on relevant industry verticals.

13.  Data Entry Operator : To make soft copy of hard data available with the company.

14. Content Writer : To prepare impactful and meaningful copywriting for any content to be published.

15. E-Marketing Executive: To handle incoming leads from e-commerce portals, especially in B2B markets.

16. Lead Validation Executive: All leads declared by sales teams in their respective Daily Sales Report (DSR) is validated on the following day with the help of a welcome call by the lead validation executive.

17. Sales Trainer: Internal training of sales teams on products and services

18. Supply Chain Executive: This person is expected to take care of Sales order processing , logistics management, Store coordination etc

The above roles in Sales very clearly suggests that a career in Sales does not necessarily mean outdoor work. You can very well think of getting into the support function of Sales and remain in the backend.

May this tribe increase!

www.salescademy.org

[sanjay4sales]

Know how you can increase the value & demand of your product. Know how you can grow beyond your competitor. Know which special services you should give to your customers along with your product to gain their satisfaction & trust. Use 5 cake theory. This Video will help you to understand the Cake Theory in Sales.

[sanjay4sales]

Lead is the starting point of any sales journey. It is therefore very important to know all the parameters of generating leads and converting the same to healthy sales conversions. Read the blog to know all the aspects of leads a sales person should be aware of. 

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Become Top Choice Before Negotiating

The Science of Sales Negotiation starts with the golden principle of not starting the process of sales negotiation before time. It is important that the customer has first liked your product to the extent that he feels that your product or service is the best. Only once this point is reached, there is a need to start entertaining the process of Sales Negotiation.

At this juncture, it is important to answer the following questions to self:

Why negotiate if the customer does not like your product? Why negotiate if the customer has already rated your product as the top choice?

Am I trying to say that one should not negotiate?

No.

It is important to understand the concept behind negotiation. Negotiation is the act of fine tuning the customers exact requirements and terms and conditions under which the transaction will be accomplished.

https://youtu.be/DJZZ2LLQ7NE

Once the customer says that he agrees that your product or service is actually his top choice, it is important to find out whether what he is saying is true or not.

How do you do this?

Ask the customer the following questions:

Why does he feel that your product is the best choice? What aspect of your product makes him feel so?

What is the financial benefit of the advantage that your product / service provides to the customer?

What will the customer lose if he does not buy your product or service?

By getting answers to these questions, you would have set the tone for negotiations to follow. Now when you are trying to probe the answers to the 3 questions posed above, you should yourself be very clear about the answers to the same. Let us try and answer them one by one.

Why does the customer feel that your product is the best choice? What aspect of your product makes him feel so?

What aspect of your product feature sounds beneficial to the customer?

What aspect of your product feature is the customer going to use more often?

What is the financial benefit to the customer if he uses your product or service?

Monetary benefit in terms of manpower saving, if any

Monetary benefit in terms of money saving, if any

Monetary benefit in terms of material saving, if any

Monetary benefit in terms of mindset saving, if any

What will the customer lose if he does not buy your product or service?

Time

Labour

Waste control

Interest cost

Skill

So, next time you are sitting on the negotiation table, please understand that you must make a conscious choice to become the buyers top choice even before you think of entertaining a negotiation with the customer.

[sanjay4sales]

10 Reasons Why Sales always Rocks!

The function of Sales has stayed the last choice of youth in India, even though 75% of them are finally employed with this function of management only. Let us look closely at what is so special in this function of Sales which makes it rock for all those who understand the function of Sales!

Why the function of Sales always rocks for its practitioners?

Sales is a recession proof, future proof function. Irrespective of the economic condition and technology advancement in the world, the sales person will always be required.

The importance of Sales Function is directly proportional to the degree of complexity in the minds of customer. The more the customer thinks about his need fulfillment the more is the salesperson required.

Sales is the only function of management which directly brings money to the company. All other functions directly use the money that Sales brings into the system.

A salesperson who can sell well, does not even have to touch his salary. Incentives are good enough to cater to all demands of life.

No business can survive on a single transaction with the customer. It is only sales which helps a marketer achieve the LTV (Life Time Value) of the customer.

Sales is the only employment opportunity which does not gauge you by your educational qualification alone. This is surely good news for all who hate studies.

Recruitment in Sales increases when recession is high in the market.

Sales is transparent to the industry vertical. Every industry needs salespersons.

Sales methodologies will change with time. Sales roles will definitely change with times. Sales however is as permanent as change.

Sales is the only function through which one can do demand forecasting, target setting and therefore budgeting and strategic planning.

A salesperson bridges the gap between the customers understanding and the producers imagination.

A customer always makes stories about your product or service, Salesperson ensures that customers narrative is the same as the salesperson’s narrative.

Sales is the only function of management which directly brings revenue to your organisation.

In Sales, salary is saving and incentive is to be used as expense.

Sales helps a marketer to realise the LTV of a customer.

Your educational qualification does not help you in Sales. It is only Sales that can help Sales!

Sales is both the cause and effect of recession.

Sales is a non dispensable function in our business.

The need for Sales is permanent.

Sales translates all your planning into action.

May the tribe of salespersons increase in this world!

[sanjay4sales]

Learn how to create a sense of urgency in the minds of your customers using the sales pitch.

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8 Storytelling Plots of Customer

The mind of the customer is known to be creating stories in their own mind about the products and services that they delve to buy. Once your product enters their consideration set, a lot of storytelling happens in the potential customers mind.

What kind of story telling does the customer do to himself?

Let us look at some of the plots of stories that customer starts telling himself.

Bad Salesman

1. This salesperson will methodically loot me.

2. This salesperson is trying to sweetly outsmart me.

3. This salesperson looks similar to the one who fooled my cousin brother once.

Stupid Customer

1. Everyone will laugh at the customer for being fooled into paying a high price.

2. A friend proves that he is a smarter purchaser.

3. A friend was able to purchase the same product at a better price (better deal)

Product fails to perform

1. The product could not perform.

2. The seller could prove that the product failed due to customers mistakes.

I am sure that once you think deeper into this topic, you will be able to come up with many more such plots that customers come up with and start storytelling in his own mind.

What should the salesperson do to handle the customer’s stories?

Probing Skills

1. Answer the questions of customers with a relevant question.

2. Practice the 5 levels of “Why?” to relate the cause and effect.

3. Use the Fishbone diagram process to reach the cause behind what the customer is saying

4. Become hungry to know the 5W1H scenario of every discussion with the customer.

5. Learn to arrive at the truth. Do not be in a rush to tell the truth.

Decode the Story

1. Understand the plot of customer’s story.

2. Reiterate your understand to the customer with empathy.

3. Create your character in the customer’s story.

4. Play the good man character in the customer’s story.

Attack the “Cause”. Do not waste time in dealing with the “Effect”.

Now that all of us are aware that a customer will create story to himself it is important for all salespersons to learn how to decode customer’s story and weave the deliverable into a complementary story that he will tell to the customer. Remember customer’s think about a story and salespersons tell a story which complements the customer’s thought process of an apparent story.

[sanjay4sales]

Preparing a sales pitch is an integral process of a winning sales journey. Know how to prepare a sales pitch and what are the key essentials of a winning sales pitch.

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The best of the products may not see the light of the day if the sales pitch used to present it to its target group of customers is not based on science, wisdom and anatomy of sales pitch designing. The customization of sales pitch when writing a proposal, when sending an email or while demonstrating a product is something that will be covered in this training program. 

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The company, sales people, and sales manager together provide different ingredients for successful management of sales.  Learn the role of each ingredient and the impact it leaves on ultimate sales success.

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Learn the key parameters of sales management and what role does it play in improving revenue and sales success.

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Learn about the five principles of sales management that includes mentoring, coaching, directing, problem solving, and doing.

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The sales process has different steps with a clear set of actions and deliverables. At each stage, it is important to fill the existing gaps and improve the journey by aligning all goals and creating efficient strategies for flawless sales activities and operations.

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Benefits of Sales and Marketing Alignment

To ensure that the positive impact of marketing stays in momentum while pushing its sales velocity to a higher scale, it is important to have a perfect alignment between the end results of sales and marketing.

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As a sales manager, it is important to spend the last few minutes of your day with your sales team for checking and reviewing compliance.