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Top IT Sales Mistakes
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IT Sales Mistake, IT Sales, Sale IT, IT Selling, IT Marketing, Sales Marketing, Successful sales, Sales success, CRM, Sales Call, IT Services, Global Teams, IT Consulting, Offshoring, Outsourcing, Indian IT industry, IT Industry, Information Technology Industry, IT market, IT outsourcing, Outsourcing services, business process outsourcing, business outsourcing, IT consulting, BPO
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IT Services, Technology Consulting
Functional Area : Outsourcing, B2B Sales |
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About "Top IT Sales Mistakes" topic:
If we want to increase our sales, we all need to be aware of the mistakes when selling our product or service. Here lets us share our experience and avoid such mistakes.
1 trends
, 4 insight
, 2 debates
, 2 idea contests
, 5 question
on topic: "Top IT Sales Mistakes"
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(Reproduced version of my article in Hindu) Cross-cultural issues make hiring a tricky proposition. For Indian organisations aspiring to sell their products and services in the US, one of the most competitive markets in the world, the first big step is to hire seasoned sales professionals locally. The bad news is that six out of 10 such hires seem to go terribly wrong. These mistakes are extremely expensive and set organisations back by millions of dollars and many valuable years and even threaten their global ambitions. So what can Indian organisations learn from these huge mistakes? In my mind, culture is a good place to start though there is a lot beyond culture that we must pay attent...
Insight: "Why Indian firms go wrong when hiring US sales teams " deleted from your view.
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1
Objection Handling
2
Not knowing how to close the sale
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Natarajan.N
| Supported idea
"Not knowing how to close the sale"
| 1 year ago
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Even after identifying the opportunity,I have seen people not knowing how to close the sale in my experience.This is only because of not knowing when and how to take control of the discussion in a convincing way.
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Prasad PN
| Supported idea
"Customer Mapping"
| 2 years ago
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Failing to meet what the customer needs is the major problem. Sales made will result in strained relationships and loss of customers. Box pushing and solution selling is often confused and mostly it is selling what we have rather than what the...
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Shaillender Mittal
| Supported idea
"Objection Handling"
| 3 years ago
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Some methods I use - Boomerang: Bouncing back what they give you. Objection Chunking: Taking a higher or lower viewpoint. Conditional Close: Make closure a condition for resolving their objection. Curiosity: Don't be sad, be curious. Deflection:...
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Ideate: "Top Sales Mistakes" deleted from your view.
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it's a natural talent
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34
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70
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it can be acquired
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Praveen Kr Yadav
| Argues in support of
"it's a natural talent"
| 1 year ago
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Some types of sales require specialized education or training but not all of them do. For the most part, success in sales is determined by the individual, by their attitude. Anyone can succeed as a sales person, if he or she wants it badly enough.
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SHRIKANT MANOHAR DANKE
| Argues in support of
"it can be acquired"
| 1 year ago
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They can be made, though some are having in-built ability.
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vijay raut
| Argues in support of
"it can be acquired"
| 3 years ago
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As a salws person and a trainer I have cone across persons who appear to have a natural passion for selling. They genuinly like people, are quick learners, good listners, can organise and present theit point of view in a logical, convincing and...
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Debate: "Are Salesmen Made or Born" deleted from your view.
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SHRIKANT MANOHAR DANKE
| Answered
| 1 year ago
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Periodic changes in ad to try repetition.
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Ramdas Pawar
| Answered
| 2 years ago
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In internet marketing, one should always make the advertisements eye catching. The ad agency should target the youth sector primarily since internet consists of majority of them, but also prime customers of ad agency will be youths only. They...
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C Nijagunaradhya
| Answered
| 2 years ago
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Think of generation,youth,SOCIAL networking sites, MESSENGERS, and then propose yours. A feel of freshness is always needed to catch the EYES of a person . It may be through animation,funny cartoons or celebrities.
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Answer: "what is the important for the internet marketing for an ad agency?" deleted from your view.
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1
Advanced penetration thinking capability
2
Persistence and Resilience!
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AMISH
| Added idea
"Agressiveness, dissatisfaction"
| 1 year ago
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Sales people need to be agressive with a never say die attitude. They should know when to step on the pedal and also when to apply brakes. They should also be dissatisfied with their achievements. Once a level of satisfaction is arrived at they...
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Gareth Parkes
| Supported idea
"Persistence and Resilience!"
| 1 year ago
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Probe, listen, identify need, find suitable solution.... ASK for the order... shut up! Of course persistence may work and resilience helps but that depends on the role the salesman plays.
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Alexander Lewis
| Supported idea
"Advanced penetration thinking capability"
| 2 years ago
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Sales activities are best done by people who have a better knack, and like meeting people. This thing of Sales being a process, SFA tools, other ideating being made by either US books by HR or Sales failure persons or mostly CRM chor software...
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Ideate: "What are the critical traits a sales person should have?" deleted from your view.
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How important is it to have pseudo names for prospecting? I 've retained original names to my team and the results are not encouraging. What is the significance of 'NAME'for doing business?
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VinodKosgi
| Answered
| 2 years ago
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yes it is true that if u have an psuedo name in business developement it would be help u get more sales and customers/prosepects but upto some extent u can use it but in indian market it is better to use your own name rather than psuedo names...
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Lopamudra Bhattacharyya
| Answered
| 2 years ago
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I am not sure about pseudo names being effective or not effective for sales. But a name easy to pronounce globally helps. As an example, my name, Lopamudra Bhattacharyya sounds long and difficult. But then, Lopa is easy to pronouce and remember...
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Alexander Lewis
| Answered
| 3 years ago
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Personally I have never felt the need to change my name or identity as a sale is attractive to a client if the following is catered for He needs the product or service He has the need at that point of time You have placed an offer at a good time...
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Answer: "How important is it to have pseudo names for prospecting? " deleted from your view.
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Hello!! Friends I was just wondering that after doing any mistake in sales ,Are we rally feel guilty for that mistake ? Or just let it be say that is part of buiness. Or we learn from that mistake never try to repeat it again in near future. For this few days back I came across with this article which I want to share with you all. Are You Guilty of These Common Sales Mistakes? Every day thousands of salespeople annoy their customers and prospects with a variety of actions, behaviors and decisions. Are you guilty of any of the following? If you are you might want to re-evaluate your selling behavior. Why lose sales or customers needlessly when all that mi...
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aditya ghare
| Commented
| 3 years ago
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Selling is a perpetually learning experience, and one should learn from mistakes committed. Instead of just saying sorry, if one were to find ways and means to rectify, whatever the mistake, and reach an even keel, it would be better. But...
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Ashish Kumar Mishra
| Commented
| 3 years ago
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agree with Mr. Aditya's comment here, one should reflect why it happened in the first place and then rectify it, just by saying sorry the problem will not be solved, then it would become a habit of saying sorry and doing nothing.
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Insight: "Are You Guilty of These Common Sales Mistakes?" deleted from your view.
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What is the biggest mistake sales people make when cold calling? How do you correct this mistake ... What's the solution?
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Jayaram VS
| Answered
| 2 years ago
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Not knowing the customer : Sales person should have basic knowledge about the customer and his business.KYC No script : Most of the sales people will not design or script their sales talk. When they are narrating about the company or benefits of...
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Santosh G
| Answered
| 2 years ago
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Dear Seller, Cold calling an important in the process of prospecting.why the seller fails? 1) The Gate Keepers Answer them in a professional way and ask for the right person.pass the gate keepers by getting the right prospect 2) lot of seller...
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MIR SHUJATH HUSSAIN
| Answered
| 3 years ago
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No getting prepared in first place to talk with a stranger. Getting excited on positive reply and demotivated on negative. Should confirm first is the right person that we are talking with and whether he qualifies for product or discussion we are...
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Answer: "What is the biggest mistake sales people make when cold calling?" deleted from your view.
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New Customers
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17
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28
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Existing Customers
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Shiv Kumar
| Argues in support of
"Existing Customers"
| 2 years ago
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I fully support Srikanth here, statistically speaking, it is 7 times easier to maintain an existing client relation, than to tap a new one. It just makes a good business strategy to try to maintain as many existing clients as you can and...
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Makrand Bhave
| Argues in support of
"New Customers"
| 3 years ago
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Sales is an amazing mix of RETAINING OLD CUSTOMERS ADDING NEW! The ball game in Sales is to think and focus on HOW TO... 1. Increase the chances of old customers buying more 2. Increase the number of clients by adding more These directions...
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Srikanth Sakhumalla
| Argues in support of
"Existing Customers"
| 3 years ago
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Hi Folks, it's quite interesting to see that debates are still coming in through, let me quickly add one more dimension to this! In these tough times, you should really look forward to sell more broadly and deeply into existing accounts as...
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Debate: "Which is more important in case of IT sales new customers or existing?" deleted from your view.
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Hello!! Friends Here I will share what are the 3 most common mistakes which holds back the sales what are the golden rules for selling. With the web becoming the preferred medium for business and social networking, many business owners and salespeople are using email to replace traditional phone calls and referring prospects to web sites instead of dealing with queries directly. Sales expert, Andy Preston reveals that whilst the technology revolution has enabled many businesses to become more efficient in their day to day activities, it could also be hampering their sales efforts and suggests that a ‘back to basics’ approach is required to ensure potential business opportunities are not los...
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Srinivasan
| Commented
| 3 years ago
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As rightly said, sometime it works and other way as well. Email is good marketing tool, In current scenario its difficult to meet a person for a sales call.
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Insight: "Sales techniques -" 3 common sales mistakes holding you back?"" deleted from your view.
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The word 'Push' has traditionally characterized FMCG sales systems in India. This is changing for the better in many ways. Sales in many companies like HLL, Marico and Colgate is secondary driven. Let me explain this to a reader who is new to sales jargons. Secondary driven basically means that retail orders to the distributor (secondary sale), which are a function of sales from the retail shelf(offtakes), determine the volume of primaries (billing from the company to the distributors - primary sale). In traditional sales systems the disproportionately high targets were driven by billing high volume of stocks to the distributors (primaries) without there being an adequate movement of stock from the distributor point to the trade (secondaries). This system worked as long as the brands has a demand (pull) that was proportionate to this loading. However in case of inadequate offtakes, this extra stock used to lie at the distributor point or die in the shelves of the retailer. In case...
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No 1: India Since 1991, when economic liberalization unshackled India from the slow rate of growth and threw its doors open to the global economy, India has never looked back. The Knight Frank report assumes that India will shake off its current crop of social, political and economic issues and go on to the top of the heap.
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