5Sales must-knows

for BeginnersArjun Kumar | Sr. Manager – Sales & marketing |

eBrandz Inc.

“It’s not about having the right opportunities. It’s about handling the opportunities right.”

- Mark Hunter

Let us start on a lighter note by looking at a couple of misconceptions I found online -

The hardest part about sales is that I have to be nice to stupid people!

Everything on your resume was a lie. Welcome to Sales!

The

5 Must-Knows Thumb Rules

Mantras

Mistakes

Obstacles

Keys to success

#3 thumb rules

1. Do not be a Salesperson, be a consultant.

2. Customers are always right.

3. If you think the customer is wrong, go to point

#2.

#3 Key Mantras

THE "LPA" TECHNIQUE* - to strike a GOOD first impression –

1. Listen

2. Probe

3. Assimilate

* Do not go around searching for LPA on Google, it is one of my own

inventions

#3 Terrible mistakes

#1 INTERRUPT Avoid:

X Sir, but...

X I wanted to let you know...

X Would it be...

You will probably end up hearing - For God's sake, will you let me complete?

Never interrupt the customer! Let them complete whatever bullshit they are talking about. Pssst...Remember Mantra #1.

#3 Terrible mistakes

#2 HOUND Avoid:

X Did you take a look at..

X Do you have time to talk..

X Let me know when is a good time...

Do not hound the customer with daily follow ups. Everybody deserves to take their own sweet time.

#3 Terrible mistakes

#3 DELAY

If you promise an ETA, stick to it. Clients generally do not like to play the waiting game. Nobody does!

#3 Basic obstacles

No NEED

No MONEY

No HURRY

No DESIR

E

No TRUST

#3 Keys

#3 Keys

Understand the customer. People don't buy for logical reasons. They buy for EMOTIONAL reasons.

#3 Keys

Build fear. Always remember "FEAR is the strongest form of motivation".

#3 Keys

Educate the customer. Stop SELLING, start HELPING!

THANK YOU!