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The 4 Major Principles in Selling by sadasivuni ganesh, Marketing Manager, ZODIAC MARKETING CONSULTANCY

The 4 Major Principles in Selling

By : sadasivuni ganesh, Marketing Manager, ZODIAC MARKETING CONSULTANCY
Keywords :

Selling

Principles

Major

Major Principles Selling

Activity:  11 comments  683 views  last activity : 07 06 2010 20:18:04 +0000
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As in any other industry there are major principles, or codes that are used in order to be successful. These principles are used as a standard or foundation to rely on for success in that industry. There are 4 major principles in selling.

Top Quality Product or Service – First off if you are not selling a top quality product or service then you will never become a top quality sales person. You will need to think about the honesty and integrity of what you are doing. It is absolutely crucial that you have a top quality product or service, especially if you are trying to develop a niche market.

Top Quality Company- Every company will say that they are the best at what they do. The best ways to ensure on the quality of a company would be to ask the customers. Research and see if they have problems in inferior products, service, sales, and deliveries, warranties, or after-sales services. Ensure that the company has coordination and cooperation between the different departments. Most of the times companies fail at providing quality service because of the lack of communication within the company it self.

Ideal Customer Profile- It is vital that you do know your ideal customer profile, the one that suits you and your business. If you don’t already know, then start working on that right now. How can you possibly sell successfully if you don’t know who is the best type of person to sell to?

Credibility- Credibility in your Marketplace, the only to get it is by having a good product or service, Honesty, Integrity, it really is simple, just treat your customers the way you would want to be treated. It may take years in some cases to build up a good name and reputation, but a bad one can be had over night.

So in closing I would like to encourage you to use these 4 major principles in selling, and laying them down as your foundation in the sales market, and when you employ these principles you will be on your path to success!

 Top Comment : Kiran S Navaratna   | 07 22 2008 06:46:25 +0000
Hi Ganesh, Nice article! I do agree with your premise that an Ideal Customer Profile & Credibility are key factors in determining your target market & the success therein. But as regards Top Quality Company & Offerings, I have my own say. Do not think that I am against it. I very much agree with you, but believe that a few scenarios have not been examined. Toeing your line, no sales person would ever join a start-up with a product or service offering as they are not the best, yet, in the market. I believe that a sales person's job is to walk a tightrope - balancing the needs & aspirations of the customer & the company. A true one will never fall (from grace). As such it is a pivotal role. The sales person is responsible for the future of the company, as also the present. He has to understand the customers' needs & map the offering to that. S/he then has to internally sell the idea to the company to deliver on those needs. Sometimes, s/he should not spare the rod. Delivery teams generally are not too customer focussed because of their non-proximity to the customer. It is the sales person's job to ensure delivery on the promises made to the customer. This requires a fanatical approach sometimes & the tenacity to push people/teams to conform, come what may. As there's nothing better than a satisfied customer. This is a surefire mantra to make the company & the offerings a quality one, over time. Quality companies & offerings are built over time. They do not exist on day one. And to ensure that success, requires a visionary sales person... No wonder then that a sales person's leadership abilities & understanding of business dynamics get honed over time & propels them to the top job. Generally, CEO's are those who have had a history of being close to their customers & the track record of delivering on their needs. Now, that's a SUCCESSFUL sales person! Best Regards, Kiran S Navaratna The Agate's Edge Consulting B'lore, INDIA.
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11 comments on "The 4 Major Principles in Selling"
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it's superb, very usefull and good if remembred.
  Commented by  Khalid, Sales/BD Manager, Oriental Oryx Int'l LLC    | 02 10 2009 09:46:52 +0000 
Good
  Commented by  prasenjit roy choudhury, Cust. Service Manager, Icici Bank Ltd.    | 01 20 2009 15:41:02 +0000 
Quite inspiring,one thing to be noted the sales person should be a proactive one and supported by superior,it will be easy to explore a market
  Commented by  Nilay Sahay, Sales Executive/Officer, Navneet Publications( I) ltd.    | 01 05 2009 13:30:22 +0000 
Pragmatic and very useful .Thanks for it .
  Commented by  smita surkund, Operations Manager The Shamrao Vithal Co-operative Bank Ltd    | 01 05 2009 10:03:34 +0000 
Nice and simple ...........
  Commented by  Vinayarajan KV, Head/VP/GM-Sales Tech    | 11 21 2008 04:23:32 +0000 
good article
  Commented by  Vinayarajan KV, Head/VP/GM-Sales Tech    | 10 28 2008 04:40:03 +0000 
Good article
  Commented by  Kiran S Navaratna, Partner/Principal/VP The Agate's Edge Consulting    | 07 22 2008 06:46:25 +0000
Rating : +1  
Hi Ganesh,
Nice article! I do agree with your premise that an Ideal Customer Profile & Credibility are key factors in determining your target market & the success therein. But as regards Top Quality Company & Offerings, I have my own say. Do not think that I am against it. I very much agree with you, but believe that a few scenarios have not been examined.

Toeing your line, no sales person would ever join a start-up with a product or service offering as they are not the best, yet, in the market. I believe that a sales person's job is to walk a tightrope - balancing the needs & aspirations of the customer & the company. A true one will never fall (from grace).

As such it is a pivotal role. The sales person is responsible for the future of the company, as also the present. He has to understand the customers' needs & map the offering to that. S/he then has to internally sell the idea to the company to deliver on those needs. Sometimes, s/he should not spare the rod. Delivery teams generally are not too customer focussed because of their non-proximity to the customer. It is the sales person's job to ensure delivery on the promises made to the customer. This requires a fanatical approach sometimes & the tenacity to push people/teams to conform, come what may. As there's nothing better than a satisfied customer. This is a surefire mantra to make the company & the offerings a quality one, over time. Quality companies & offerings are built over time. They do not exist on day one. And to ensure that success, requires a visionary sales person...

No wonder then that a sales person's leadership abilities & understanding of business dynamics get honed over time & propels them to the top job. Generally, CEO's are those who have had a history of being close to their customers & the track record of delivering on their needs.

Now, that's a SUCCESSFUL sales person!

Best Regards,

Kiran S Navaratna
The Agate's Edge Consulting
B'lore, INDIA.
 
good..
  Commented by  Sourav Chatterjee, IT Engineer- CMC Limited-ATata Enterprise    | 07 22 2008 04:42:02 +0000 
nice one
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