Media Mughals |
IT Sales and Business Development |
IT Sales in U.S |
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Activity:
7 comments
346 views
last activity : 07 06 2010 20:18:04 +0000
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Every morning we must ask this question - what have I contributed to myself and how will I add value to me, myself and my company ----does it sound like cliche?????
But the truth is - Is my sales team doing the same thing every day or they are evolving on a daily basis? Are they a street sales people who carry the bag and open the pandara in front of the buyer and ask him to pick what he wants and we put a price to it?????
We as managers need to change the trend and dare to tell them - DO NOT SELL.....does it sound absurd - saying my sales people not to sell - who will get the targets? how will I get the commisions???
Lets complete the sentance - DO NO SELL BUT HELP THEM TO BUY.....does it make sense....
How many of us have done the Needs Analysis of the buyer - where we identify - does he really need my product? has he bought similar stuff earlier? how much has he paid earlier? can we upgrade him? what is his reason to buy? what's the objective for him to buy? how can we add value to his business? etc.etc...
Identifying his needs, then creating a tailor made solution and presenting to him - what are the chances of my converting that prospect to my client?????
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Ravi, good question I believe in a saying (someone said) - success is not a destination, its a journey once you achieve something you don’t stay there – you keep improving and adding more and more - And anything that you achieve is relative cause... |
On a recent flight from Dubai to Athens, I had the misfortune of sitting near a two year old boy who was traveling with his father. The boy was completely out-of-control and spent most of his waking hours screaming no or mine and carrying on like... |
Every morning we must ask this question - what have I contributed to myself and how will I add value to me, myself and my company ---- does it sound like cliche ????? But the truth is - Is my sales team doing the same thing every day or they are... |