Sir , Its Very Good I would like to add my views also about Sales Deals
5 Rules for sales deal
In today’s world, selling is one of the most difficult and misunderstood jobs. And yet facts remains that if there is a one department that is growing in importance daily and without which no company can survive, then it is Sales.
Success in selling is based on the application of certain skills and the fact that one must have total commitment to the job.
“ You have been identified as a prospect. Just listen to me now”
The first step in selling is undoubtedly identification of the Prospect.
How does one differentiate between a prospect and a lead? Is it intuition? The answer is clearly no. Information leads to success. How does one get there? Work on the prospect and gather maximum information about him, Identify the needs of the customer.
Understand the working of the buyer company and who the decision-takers are? What has been the buying cycle and criteria in the Past?
Also be well-versed about competitor’s strategy and product.
If you have done your homework well, then your first step towards converting the prospect into a lead has begun.
Rule 1 : For Successful sales, don’t give the potential customer a chance to say, “ He doesn’t listen and understand my needs”.
“ Don’t ask me too many Questions. I am great in showing off, but hollow in knowledge.”
There has never been and never will be substitute for knowledge. Another mistake which is often committed by sales executives is when they underestimate the customer.
Nothing is more irritating for the customer than the fact that the sales executive is trying to fool him or doesn’t have knowledge about his own product. So never approach a customer without full knowledge about your product and your company.
Rule 2 : Remember “ No Knowledge is no sales”.
“Let’s close the deal today”
Wow! So you think you are almost there. The company/customer definitely has a need for your product and you want to close the deal at the earliest. Yes, makes sense from your point of view but wait. You are committing one of the biggest mistakes. Every customers, be it an individual or a company, needs time to think. Remember you are not one trying to close the deal with him. Your competitors are also there. So help him solve his doubts, be there with him and lead him towards closing the deal, but don’t push him. Remember “P” is for Push and “P” is also for Patience.
Rule 3: For successful sales “Remember to be patient”
“The sale is closed. Now I don’t know you and you don’t know me.”
One of the major mistakes committed by sales executive is when they identify their goal on a short-term basis. The target for them is achieved when they close the deal, and this is where they make a big mistake. Buyers today are a demanding lot, more so if your product is a high-involvement one. It is extremely important to be in touch with the customer even after the deal. If he has a problem, solve it before he tells 10 other customers about it. If he is happy about the product, then there can’t be a better promotion for you.
Rule 4: In both cases, the victory is yours and all you have to do is “Follow up”.
“ You Promised the sky, but to be honest, reaching the fifth floor is also difficult”.
Last, but not at all the least. No matter how the world changes or what advancements take place, remember honesty will always be appreciated. Be honest to your customer. One is always ready with a solution when one is aware of the possible problems rather than be taken unawares. Remember, you are looking for a long term relation rather than a short-term one.
Rule 5: So my final rule not only for successful sales, but for every aspect of life is “ Be honest”
Thanks & Regards,
Shanmugam Thilakk
Email : [Login to view]