| Topic : Key factors & Strategies for Success in KPO |
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Customer Relationship Management |
H. R. Professionals |
Corporate Training - Soft Skills & Behavior Modifications |
2 more ...
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Activity:
4 comments
182 views
last activity : 07 06 2010 20:18:04 +0000
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First thing as salesperson you need to know there are five critical success factors you need to work upon on a on going basis
The five factors are:
Ø Knowledge: Knowledge is considered as the most important element to be successful in this profession. Unfortunately most sales people take knowledge for granted. Experience show that limited knowledge limits your scope with prospects. You need to have knowledge about: Own Products, Own Organization, Competitors, Customers, Customers Competitors, Territory, Industry trends.
Ø Skills: Knowledge alone will not be sufficient!. There is no point you having a warm feeling about your product, the same warmth the customer should feel. In other words you need to communicate the knowledge effectively to your customers. In selling its not ‘what’ you say that counts its ‘how’ you say that makes all the difference. ‘What’ is telling, ‘How’ is selling. So due importance to your ‘selling skills’. Don’t ever say “I told the customer everything he needs to know” The real question is have you ‘sold the idea?’
Ø Strategy: With knowledge and skills another thing, which is important, is the ‘strategy’ without strategy you would have no clue why you are not succeeding. Strategy means ‘Game Plan’. There are lot of sales people sitting with wrong contacts, pitching right things with wrong people and pitching wrong things with right people!
Ø Approach: With strategy another important element emerges is ‘Tactics’. Your tactics has to vary from customer to customer. For e.g. Value for money needs to be communicate differently at different level. Similarly is ‘Price Objections’
Ø You Factor: At the end of it the most important factor is ‘you’. You are the one who is creating positive or negative perception in the customers mind. The customer sees you as THE spokesperson of your company. So every time you skip any commitments, every time you ignore your physical appearance, every time you respond casually…the odds get stacked heavily against you.
The bottom line of this funda tip is:
Work on these Five Critical Factors
Watch out for my next funda …
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