ALL GROW MORE-AGM

Qualities and credibility of good salesperson depend on him.  Striving for excellence is a sign of quality.  Good professionals set high standards for themselves. They raise the bar for themselves to attain new heights. They break their own records continuously . Your ability to grow and prosper in a competitive world is going to be determined by how you get repeat business and how you bring new business through the door. The salesperson on the front line is the person that interfaces with the customer and as the ambassador of the company, he is the one who will play the biggest part in how you are perceived by the outside world. The key aspects of building credibility are addressed below: KNOWLEDGE Qualities and credibility of a good salesperson The Salesperson should have an excellent knowledge of the product, the company and of how to execute a sale professionally. As you walk into a prospect's office, you should know: What are the three major str...

Prospecting is the lifeblood and key to success in sales. Daily prospecting is like sowing seeds every day. This ensures that you can harvest continuously. Sales professionals who get involved in too many activities, including sales presentations, either forget or don't have enough time to continuously prospect. That's when problems arise. They go into feast or famine mode. Even though it is very hard to tell when today's prospecting will show results, the process must continue. Regardless of how busy a person is a today or how well they are doing, if they are looking to achieve good results is selling they must engage in prospecting every day. This is because no matter what happens, there will always be a small percentage of your existing client base will leave you; eventually, the business will dry up and at some point become non-existent. your inflow and retention of prospects must be greater than the outflow. Only then can you grow. There is a blog on...

ABC stands for ALWAYS BE CLOSING - ABC of Selling. It is a good philosophy to practice, provided you have earned the right to close. What gives you the right to close? Ask yourself, if you have established rapport, got mutual agreement and acceptance on needs and solutions. Timing is crucial. There is a blog on  6 Essential Characteristics of Successful Sales Professionals . Sales Presentations for closing-ABC of selling: When a prospect asks a question, many times it may be a good idea to rephrase and repeat the question. This is because: It gives the salesperson time to think and fully understand the question. By rephrasing the question, he clarifies the real issue. By crystallizing and reconfirming, it shows that he actually understood the concern of the prospect. If the prospect's question does not carry substance and has some level of irrelevance, chances are the prospect would recognize it and probably withdraw the objection by saying. 'Forget...

Recognizing Buying Signals is crucial to closing a sale for all the salespersons like me and you.  At times there are opportunities we can get a commitment to a sale from the customer. we should be sensitive to the clues.  When we recognize the buying signals, that's the time we may want to cut down your presentation and go for the close.  Make the transition carefully and don't be abrupt. A good way of transitioning is to summarize the benefits (not more than three benefits at a time). Then start the paperwork to close the sales. Positive buying signals are like green lights for you to go ahead, and the opposite is just as true. Negative buying signals are your stop signs, which mean the prospect is telling you, ' I am not Convinced yet'. It does not mean that you leave the prospect and move on this is the time to show more benefits and use The Impulse Factors for closing the sale. The Prospect gives positive buying signals in the fo...

Communication skills for Sales professional are very important as we communicate all the time either through words, silence or through actions. The big barrier to selling is the communication barrier. The biggest communication barrier is the difference in the perception of the buyer and the salesperson. If the salesperson has good persuasion skills then he can make the buyer perceive things his way. Persuasion is defined as the ability to influence or change a person’s belief system and accordingly   Deciding the Presentation Approach and Method There are mainly two types of communication a) Non-Verbal Communication b) Verbal Communication A professional should be aware of both verbal and non-verbal communication. The salesperson should listen to words and feelings and observe if there is congruence or mismatch in...