Archive for the ‘Rules of Sale’ Category

"10" things I learnt about selling

You had the fortitude to join sales profession.  Now what ?

You must develop few habits and skills to automate the sales activities.  When I said automate I am referring to automating your mindset.  And here are “10” skills that will help you sail through the sales journey.

  1. Always be planning: spend 20% of you time planning your day, week and month in advance. Plan for activities and plan for results.
  2. Always be learning: Learn everything you can learn about selling.  Read “6” best sales methodologies books and explore what is useful and effective.  Use it.
  3. Always Stay hungry. If you are hungry you will visit the restaurant.  Think hungry think customers and always have 10 – 15 active prospects in your plate that you can close this month. 
  4. Always be positive. You lose some and you gain some.  And when you lose some it’s your attitude that will lift you up and it’s your attitude that can let you down. Hence maintain a positive attitude.
  5. Always be genuine: Always be genuine in your commitments and recommendations. Selling is a game of trust relationship.
  6. Always be sincere: Always be sincere.  Treat your prospects and customers as you would like to be treated.
  7. Always be adding value: Go a step further when delivering your commitments.  A little extra service, an early delivery, a little extra wrapping, an extra training will go a long way in maximizing your customer returns.
  8. Always be developing: Spend more resources on yourself than on your job.  Invest on self development.
  9. Always be measuring: Brush up your mathematics skills.  It will help when calculating discount and measuring to retain statistics on your calls, closures, commission, pending and sales figures on the finger tips.
  10. Always be closing: Explore how you can close your business faster and earlier.  How can you reduce the sales cycle?



The Top 10 Sales Training Companies in 2010


One of the few great generals in history who never lost a battle was the Russian general Alexander Suvorov, who explained the roots of his success with his memorable motto: “Train hard and fight easy.” The sales profession is fortunate to have effective thought leaders who have created powerful sales-training and development solutions that help sales managers and salespeople improve their skills. And better skills translate to more valuable customer relationships and increased value to the company”s bottom line. These 10 top sales training solutions can help you and your company create more sales than you ever thought possible.

Action Selling: Action Selling content is based on 5 Critical Selling Skills (Buyer/Seller Relationship, Sales Call Planning, Questioning Skills, Presentation Skills, and Gaining Commitment). Salespeople are taught how to marry their sales process with the customer”s buying-decision process. Salespeople love this training, because it is tailored to their business situations and helps them achieve sales rates that are six times larger. Managers and trainers appreciate the training transfer tools for reinforcement and assessment, which make this program stick.

The Brooks Group: Since the 1970s, The Brooks Group has helped clients develop top-performing salespeople using the consistent, principles-based IMPACT Selling System as a platform for growth. Each engagement is fully customized, incorporating the comprehensive, whole-person TriMetrix assessment to identify strengths and critical development areas within the six-step IMPACT process. New skills are taught via face-to-face classroom delivery, distance learning, or the state-of-the-art IMPACT Virtual Training options, and then reinforced through IMPACT Sales Coaching to ensure long-term improvement and sustainable behavior change.

General Physics: General Physics Corporation creates effective sales professionals through custom learning solutions. The company leverages blended-learning methodologies to develop product and brand advocates. GP”s creative process is aligned exactly with customer expectations, and its approach is proven to increase sales by building product knowledge, sales skills, and sales operations skills. Finally, notes senior VP Dan Miller, GP actually drives the sale by increasing customer brand loyalty with presale product information, after-sale product support, and creative communication campaigns.

Miller Heiman: Miller Heiman helps strengthen an organization”s competitive advantage by improving the effectiveness of the sales force.This year, sales forces will be under intense scrutiny as organizations must raise productivity to deliver top-line results. Miller Heiman”s proven processes, tools, and consulting enable sales transformation initiatives that address this challenge. In the second quarter of 2010, the firm will introduce a new multimedia tool — based on Miller Heiman”s experience and understanding of how salespeople learn — designed to support sales-process

PI Worldwide: PI Worldwide”s Selling Skills Assessment Tool assesses your company”s skills, your sales group”s skills, and those of each individual. “If you have two million-dollar producers, they get there in different ways,” emphasizes CEO Nancy Martini. “This tool gives you insights for better coaching.” With experience in training hundreds of sales forces around the world, PI customizes training to meet any need and fit any restrictions. “When experienced reps are in the room, do not waste their time.”

Profit Builders: Keith Rosen is fanatical about increasing your sales. That”s why almost half of the Fortune 1000 companies and the top companies in six major industries chose his training and coaching solutions. Profit Builders addresses the specific challenges that are unique to your company and then moves beyond traditional training by coaching your salespeople around best practices and best thinking to develop true champions. While Keith”s programs and books have won numerous awards, his bragging rights are earned through more sales and long-lasting results.

Richardson: Richardson is a global sales-performance company that helps leading organizations improve sales results. “We do this in three ways,” says senior VP Frank Donny. “We analyze the structure and talent of your sales force. We train and develop your sales team. We continue development through coaching and reinforcement.” Richardson equips sales leaders and the sales force with skills and strategies needed to win today”s complex sales. Uniquely Richardson creates truly customized solutions that change behavior and provide measurable results.

Sales Readiness Group: Sales Readiness Group is a leading provider of live, online training programs for sales professionals and sales managers. SRG”s virtual training programs offer fast, effective, and flexible skills-based training solutions for organizations looking to maximize their training budgets and minimize time out of the field. Combining live facilitators, innovative instructional design, and its state-of-the-art Live Virtual Classroom training platform, SRG”s training programs provide learners with a highly engaging, interactive “classroom” experience while leveraging the benefits of virtual

The TAS Group: Over the years, The TAS Group has trained more than 650,000 sales professionals. Three years ago, TAS put all of its training skill and experience into on-demand software — Dealmaker — that integrates with the customer relationship management (CRM) systems reps and managers use every day. “This takes training into the real world, making it measurable, reinforceable, and coachable,” says executive VP York Baur. “You get the ongoing reinforcement and results that the classroom does not allow.”

ValueSelling Associates: “Clients love the ValueSelling Framework because it”s pragmatic,” emphasizes ValueSelling Associates president and CEO Julie Thomas. “Sales reps love our approach. They can implement it, and it makes an immediate, positive impact. Every ValueSelling facilitator is a world-class sales executive who can role-model ValueSelling in the classroom.” ValueSelling programs are customizable and global and available in many languages. The firm pioneered e-learning for sales in the 1990s and can leverage e-learning for any sales-training program.


Source :   – October 14, 2011

Tips for your next Sales interview.


In the fluid economy, organization are getting leaner but searching for nimble Sales performers.   And if you are a performer expect a call from the recruitment consultants.  Before you step forward to appear for an interview,  do your homework.   Prepare your questions and answers from either side of the table.

“10” Questions to anticipate?

  1. Tell me about yourself.
  2. What do you know about our company?
  3. What are your strengths and weaknesses?
  4. Tell me about your current job.
  5. What is your current sales target and achievements?
  6. Tell me about your best business deal ?
  7. Why do you want to work for our company
  8. Why are you considering leaving your current job ?
  9. Why do you think you are the best candidate for the job?
  10. What are your salary expectations?

“5”  Questions to ask ?

  1. What is your organization sales strategy?
  2. What will be my “12” month sales Targets  ?
  3. What will be my KPI’s  ?
  4. What will be my career growth plan?
  5. How much do you pay ?

Please note that sale is complemented when you appear for an interview.  Either you make the sale or you make a purchase.  But the professionals who prepare from either side of the table emerge the WINNER.


How to find sales leads

Sales Leads

Someone said if you have the best product, the world will beat the way to your door.  That’s not true unless you are a pied piper.  Product is important so do the right  set of prospects.  So how and where do you find prospects for your products?  I am sharing “24” activity, secrets and tips to find prospects for your products.

  1. Get referrals from your friends, customers, suppliers, partners and events.
  2. Sell to your business partners and supplier/customers of your business partners
  3. Sell to your customers &  customers Suppliers and partners
  4. Upsell within your customer organization.
  5. Cross sell within your customers organization
  6. Conduct a marketing email campaign
  7. Advertise in the news paper
  8. Advertise in the online magazine, and online Newspaper
  9. Cold calling
  10. Capture visitors visiting your web
  11. Create a sales pitch on your web site.
  12. Create a  sales pitch web page/Facebook page and use Google addwords.
  13. Requests leads from participants in networking events & forums such as BNI and other
  14. Hire short terms tele sales team on result basis.
  15. Hire contact center services to generate prospects and/or sell for you.
  16. Attend  business forums and pitch your services.
  17. Attend social forums and pitch your business introduction.
  18. Conduct event – Sales; Technology and Education event
  19. Conduct joint sales & marketing events with your partners and others.
  20. Partner with other organsaitons sales team to find leads for your products on bilateral referral basis
  21. Create Twitter account and pitch your services.
  22. Target new business or businesses moving premises or opening branch offices through business forums, Chamber of commerce, Economic department Municipality, Telco’s
  23. Conduct an SMS campaign
  24. Conduct a radio on air campaign.

Enjoy  closing business


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Great Team; Great Product; Great Organization


Sales leaders are continuously exploring, how to improve the sales revenue?   When I focused on the question, the answer began to appear.

If you ask your customer why did he buy your product?  You will get back an answer in absolute terms.

–      I bought it because of your SALES TEAM.

–      I bought it because of your ORGANIZATION brand image.

–      I bought it because of your PRODUCT brand image.

Now if you sit back and ponder over the answer; you will realize that at any given time there are two pillars to capitalize on.  If your customer crossed his cheque because of your SALES TEAM, it reflects that there is a room to capitalize on  your Organizations and Product brand.  And if he crossed cheque because of your Product brand image, then there is potential to capitalize on your Sales team and your Organizations brand image.

A great organization would work on all THREE PILLARSGreat Team; Great Product; Great Organization..……… realize their Vision & Mission.


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