tag:blogger.com,1999:blog-22818647714614922052024-02-06T23:34:17.019-08:00Sales MangementExperienced Sales Trainer, especially in Automotive Retail Dealerships. Staff training from Sales Executives to Showroom Senior Management staff. Training in showroom display and Management of Sales for front and back office operations.Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.comBlogger7125tag:blogger.com,1999:blog-2281864771461492205.post-39089561412520776322012-09-04T05:27:00.000-07:002012-09-04T06:19:19.499-07:00Demonstration- The most important element in the Sales Process<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">You have worked your way to the Customer’s heart
by properly following the <b><u>MEET &
GREET</u></b> stage. Thereafter, during the <b><u>QUALIFICATION</u></b> process you asked him the relevant questions
and listened to him effectively and made all the notes required for you to
understand what the prospective customer wants from his new car/ product.</span></div>
<div class="MsoNormal" style="margin-left: 0cm;">
<span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><span lang="EN-US">Now you need to effectively convince the client
that your product meets all his requirements and hence you must now demonstrate
the product to him/ her. If you have understood all his needs/ wants, then
during </span><u><span lang="EN-US">DEMONSTRATION</span></u><span lang="EN-US">,
you should only focus and demonstrate those features of the product which will
satisfy his needs/ wants. This means that you should show the benefits that a
particular feature provides. E.g.; if the client wants his family to be safe at
all times in the new car, then you must show him how SAFE your car is from his
perspective. So, in this case you will show him how good the seat belt system
is e.g. a three point seat belt, or how long and wide is the beam of the
headlights is which are great in the night while driving, additional safety is
ensured by 4 Airbags, etc, etc. <o:p></o:p></span></span></div>
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<span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><span lang="EN-US"><br /></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">However you have to be properly prepared before
any demonstration appointment. <o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">1) You must be completely knowledgeable about
the product, as the client can ask any technical/ non-technical queries at the
time of the demo. If your product/ service has any WOW factors (USP) which your
competitor may not have then you must highlight it, e.g. pedestrian safety
feature where the bumpers of your vehicle are designed in such a way that, in
an unfortunate event of an accident the pedestrian does not go under the
vehicle, but rolls over the bonnet. In this case you do not accidently harm the
person fatally.<o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">2) You must be extremely enthusiastic and
excited about your product/ service and it should be seen through in the way
you demonstrate the product.<o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">3) Always build a story around your
demonstration, so that the demo sticks in the mind of the prospect. <o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">4) Create an image in the mind of the prospect
that he is already owning the product and enjoying its use.<o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">5) Stress only on the benefits with respect to
the needs expressed by the prospect during the QUALIFICATION stage.<o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">Above all, make the demonstration and interesting
exercise and not a boring one, where both, the prospect and you enjoy the
entire process. This will be the biggest differentiator between a Good
demonstration and a Brilliant demonstration<o:p></o:p></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span></span></div>
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<span lang="EN-US"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">Happy Selling!<o:p></o:p></span></span></div>
<span lang="EN-US" style="line-height: 120%;"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"></span></span><br />
<div style="font-size: 10pt;">
<span lang="EN-US" style="line-height: 120%;"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><span lang="EN-US" style="font-size: 10pt; line-height: 120%;"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span></span></span></span></div>
<span lang="EN-US" style="line-height: 120%;"><span style="color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">
If you want more
information on how to sell effectively, and more so if you want your team to succeed
in the ever increasing competitive world, then, visit my website at <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a> or better
still arrange for a training program for you sales team. All details are available
on the website.</span></span></div>
Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com4Mahim, Mumbai, Maharashtra, India19.038438 72.841990919.023428 72.8222499 19.053448 72.8617319tag:blogger.com,1999:blog-2281864771461492205.post-58662163130664164302012-07-05T00:00:00.000-07:002012-07-05T00:00:09.459-07:00Qualification- Why it is the most important part in the Selling Process<div dir="ltr" style="text-align: left;" trbidi="on">
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<br /></div>
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Let me first introduce you to the various steps in the
selling process:</div>
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<br /></div>
<div class="MsoNormal" style="margin-left: 36.0pt; text-indent: -36.0pt;">
1) Meet & Greet- Here you introduce
yourself and get to know the prospects name and other initial details. (In some cases, you
might be lucky to get hold of his Visiting card straightaway)</div>
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2) <span style="background: yellow; mso-highlight: yellow;">Qualification</span>- Understand
the prospective customer’s needs and wants</div>
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3) Presentation-
Present the product/ service</div>
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4) Overcome Objections- Effectively clarifies/
answers/ satisfies queries and questions of the prospect. </div>
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5) Negotiation-
Negotiate the deal (Price, terms and conditions, etc)</div>
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6) Close- gets
the contract signed and seals the deal</div>
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<br /></div>
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If you have noticed, Qualification comes immediately after the
meeting and greeting stage. Have you ever wondered why?</div>
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<br /></div>
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It is one the most important steps in the selling process.
It helps in saving a huge amount of time and gets you to close the deal
effectively and smoothly.</div>
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<br /></div>
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If Qualification of the prospect is done in a proper way
then you will not have to deal with a lot of objections regarding the product/
service at a later stage and also the price negotiation will not be a long and
tedious process. Most salesmen try to cut short the qualification process and
then spend huge amounts of time and energy in overcoming objections and
clarifications about the product/ service, thus putting pressure on themselves and
end up delaying the process or even losing the deal and also converting a
perfect good prospective customer into a dis-satisfied customer who will damage
the reputation of your brand.</div>
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<br /></div>
<div class="MsoNormal">
For example, look at this scenario;</div>
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A prospect comes into a car showroom looking to purchase a
car which has good safety standards and features. He has a family with children
whose safety is his concern. </div>
<div class="MsoNormal">
The salesman at the dealership does not qualify his
requirements/ needs properly and shows him a vehicle, which is known for speed
e.g.; this car, goes from 0-100 Kph in just 8 seconds.</div>
<div class="MsoNormal">
<b><u><span style="color: #741b47;"><br /></span></u></b></div>
<div class="MsoNormal">
<b><u><span style="color: #741b47;">N</span></u></b>ow the customer who is looking for safety, will immediately
reject this vehicle in his mind, as he is looking for safety and not speed, will
raise objections at a later stage of the sales process, which will either delay
the deal or even reject the proposition totally leading to a loss of sale to
the dealership and the brand too.</div>
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<br /></div>
<div class="MsoNormal">
Now consider this: If the salesman informs the prospective customer
that this vehicle has Airbags, ABS Braking system, bigger headlamps which will
illuminate the road ahead and on the sides for a longer area while driving and
additionally it also has child locking system on the doors which will not allow
the doors to open accidentally while driving. These and other safety features
of the same vehicle if presented properly (after understanding the prospects requirements)
will lead to lesser objections and also help in closing the deal for the
salesman and end up getting a happy and a satisfied customer for life.</div>
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<br /></div>
<div class="MsoNormal">
As you can see from this small example it is extremely
important to qualify the needs and wants and the overall requirements of the
prospect before suggesting a product in your portfolio. Your product/ service
has many features which will benefit the prospect’s various needs and wants,
but the salesman must be aware of all these and must present them selectively
to the prospect, in order to convince him/her that this is the right choice of
brand for his/ her requirement.</div>
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<br /></div>
<div class="MsoNormal">
The qualification process is effectively managed with the
help of these six open ended questions;</div>
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What, When, Where, How and Why</div>
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<br /></div>
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If the salesman uses these effectively to ask the relevant
questions then you can be sure you will be on the road to successful selling.</div>
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<br /></div>
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So, practice these questions and use them as much as you can
till you have understood the prospects requirements and then move ahead on the
sales process as mentioned above.</div>
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<br /></div>
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All The Best!</div>
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<br /></div>
<div class="MsoNormal">
If you have liked this blog then kindly post your feedback! Your
suggestions and feedback is very important to me and will motivate me to write
more such blogs.</div>
<div class="MsoNormal">
If you need your sales team to be more effective, then invite
me for a consultancy and/ training program tailored to your needs and create
more sales and business for your organisation.</div>
<span style="font-family: "Arial Narrow","sans-serif"; font-size: 13.0pt; line-height: 115%; mso-ansi-language: EN-IN; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin;">Visit my website <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a> where this
blog is also recorded. </span></div>
Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0209, Mogal Lane, Mahim, Mumbai, Maharashtra, India19.038438 72.841990919.023428 72.8222499 19.053448 72.8617319tag:blogger.com,1999:blog-2281864771461492205.post-7964984431685499482012-06-11T03:10:00.002-07:002012-06-11T03:10:46.519-07:00Active Listening- An effective Tool in Salesperson's Armoury<div dir="ltr" style="text-align: left;" trbidi="on">
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<b><u>Active Listening<o:p></o:p></u></b></div>
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Often, most Coaches and Trainers spend a lot of time of the
topic of Listening. Why? Have you ever wondered? What is so great about a
simple task like listening? We listen all the time. It does not require much
effort. </div>
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Yes! I agree with you that Listening or shall we say hearing
does not take much effort as we have been doing so, for all our lives. But,
there is a huge difference between Hearing and Listening. </div>
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There are several misconceptions about listening. The first
of these is listening and hearing are the same thing. Hearing is the
physiological process of registering sound waves as they hit the eardrum. We
have no control over what we hear. The sounds we hear have no meaning until we
give them their meaning in context. Listening on the other hand is an
active process that constructs meaning from both verbal and nonverbal messages.</div>
<div class="MsoNormal">
When we hear, we let the sound waves fall on our ears and we
respond to it depending our mood and focus on that stimulus at the time. </div>
<div class="MsoNormal">
But Active Listening, means we are completely focussed on
what is being said to us either by a person or a medium (audio-machine of some
kind e.g. ipod, radio, tape, etc) </div>
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Active Listening is very important especially for those in
professions like, Sales, Legal, Doctors, CAs, etc where the success of your
profession is overly dependent on what your clients are saying verbally. Most
of the inter-personal problems in life also can be avoided, if effective
listening is done by all parties involved (e.g. Boss- Subordinate, Husband-Wife,
Siblings, Father-Son, Friends, etc.). When you do not listen with your entire
focus on the person talking to you, you may miss out on certain important clues
(words or statements), which might be useful to you to effectively do your job
and make a success out of that particular deal.</div>
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An active listener is able to listen to the speaker,
analyse, interpret and internalise the information and then suggest a proper
and relevant solution/ outcome for the set objective e.g. sales of your product
etc. An active listener is able to overcome objections effectively and help the
speaker in making a proper and effective decision towards completing the
transaction. <span style="background: white; mso-bidi-font-family: Arial;">The
proper use of active listening results in getting people to open up, avoiding
misunderstandings, resolving conflict, and building<span class="apple-converted-space"> </span></span><a href="http://en.wikipedia.org/wiki/Trust_(sociology)" style="background-attachment: initial; background-clip: initial; background-origin: initial; text-align: -webkit-auto;" title="Trust (sociology)"><span style="background: white; color: windowtext; mso-bidi-font-family: Arial; text-decoration: none; text-underline: none;">trust</span></a><span style="background: white; mso-bidi-font-family: Arial;"><span style="text-align: -webkit-auto;">.<span class="apple-converted-space"> </span>In
a medical context, benefits may include increased patient satisfaction,</span><span class="apple-converted-space"> </span>improved cross-cultural communication,</span><span class="apple-converted-space"> </span>improved outcomes,<span class="apple-converted-space"> </span>or decreased<span class="apple-converted-space"> </span><a href="http://en.wikipedia.org/wiki/Litigation" style="background-attachment: initial; background-clip: initial; background-origin: initial; text-align: -webkit-auto;" title="Litigation"><span style="background: white; color: windowtext; mso-bidi-font-family: Arial; text-decoration: none; text-underline: none;">litigation</span></a>,
etc.</div>
<div class="MsoNormal">
<b><u><br /></u></b></div>
<div class="MsoNormal">
<b><u>Barriers to active
listening<o:p></o:p></u></b></div>
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All elements of communication, including listening, may be
affected by barriers that can impede the flow of conversation e.g. distractions,
trigger words, vocabulary, and limited attention span.</div>
<div class="MsoNormal">
Listening barriers may be psychological (e.g. emotions) or
physical (e.g. noise and visual distraction). Cultural differences including
speakers' accents, vocabulary, and misunderstandings due to cultural
assumptions often obstruct the listening process.</div>
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Frequently, the listener's personal interpretations,
attitudes, biases, and prejudices lead to ineffective communication.<br />
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<b><u>Overcoming
listening barriers<o:p></o:p></u></b></div>
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To use this listening technique to improve interpersonal
communication, one puts personal emotions aside during the conversation, asks
questions and repeats back to the speaker to clarify and understand, and also
tries to overcome all types of environment distractions. Judging or arguing
prematurely is a result of holding onto a strict personal opinion. This
hinders the ability to be able to listen closely to what is being said.
Furthermore, the listener considers the speaker's background, both cultural and
personal, to benefit as much as possible from the communication process. </div>
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Eye contact and appropriate body languages are seen as
important components to active listening. Effective listening involves focusing
on what the speaker is saying; at times the listener might come across certain
key words which may help them understand the speaker. The stress and
intonation may also keep them active and away from distractions. Taking notes
on the message can aid in retention.</div>
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<br /></div>
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Do Contact us if you want your Sales Team to be more effective in achieving their goals.</div>
<div class="MsoNormal">
<br /></div>
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Please visit my website <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a> for such
other blogs to follow. Please give your feedback which will be invaluable for
me to effectively communicate with you.</div>
</div>Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0tag:blogger.com,1999:blog-2281864771461492205.post-17043460735367044542012-05-31T00:53:00.003-07:002012-05-31T00:55:35.774-07:00Non- Verbal Communication<div dir="ltr" style="text-align: left;" trbidi="on">
<br />
<div align="center" class="MsoNormal" style="text-align: center;">
<u><span style="font-size: 22pt; line-height: 115%;">Non- Verbal
Communication<o:p></o:p></span></u></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It is widely known and many coaches, trainers and writers
have time and again told us the importance of effective communication. If the
communication is not effective the desired objective is not met with, which results
in wastage of time, energy and money.</div>
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<br /></div>
<div class="MsoNormal">
Let us first understand what is communication? : Communication
is the transfer of stimuli or the information from the transmitter (a person
who has the information) to the receiver (a person who the information is
directed at).</div>
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<br /></div>
<div class="MsoNormal">
There are essentially 3 types of communication: Verbal,
Written and Non- Verbal. The impact each one of these types have on the receiver is 7%
written, 38% verbal and a whopping 55% is due to Non-Verbal communication.</div>
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The first two forms are pretty well known and extremely well
used and understood to a large extent. Non- Verbal communication is the most
underutilised and not honed properly.</div>
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<br /></div>
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All kinds of communication, which is neither spoken nor
written is termed as Non-verbal Communication.</div>
<div class="MsoNormal">
It is not a substitute for verbal communication. It actually
enhances the verbal communication if used properly and in line with the context
of the meeting.</div>
<div class="MsoNormal">
<b><span lang="EN-US"><br /></span></b></div>
<div class="MsoNormal">
<b><span lang="EN-US">Personal Appearance, Facial Expression, Posture,
Gesture, Eye Contact and Touch</span></b><span lang="EN-US"> are all part of Non Verbal communication. Along with these the personal
appearance, the Attire, use of deodorants, perfumes used and tangible
accessories like chains, bangles, bracelets, cuff links, ties etc also become
an integral part of this very important process. The type of
accessory to be used or awareness of body odour is as important as what you
speak or write to the client (receiver). This will either make or break the
deal.<o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US">In any form of communication, Eye Contact is
extremely important along with the Body Posture. This is so because it
complements what you wish to convey. Eyes and posture convey whether you are honest,
interested, bored or cut-off from the conversation (communication process).<o:p></o:p></span></div>
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<span lang="EN-US"><br /></span></div>
<div class="MsoNormal">
<span lang="EN-US">For more blogs visit <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a> and visit the
Blogs section.<o:p></o:p></span></div>
</div>Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0tag:blogger.com,1999:blog-2281864771461492205.post-72280655448867243842012-05-18T05:26:00.000-07:002012-05-18T05:33:30.157-07:00What Makes an Ideal Salesman!<div dir="ltr" style="text-align: left;" trbidi="on">
<div style="text-align: center;">
<div style="text-align: justify;">
<span style="text-align: left;">A salesman has always been labelled and generalised as Con
Man, and dishonest. This is because of a few dishonest men in this very noble
profession who have tarnished it. It is one of the noblest professions in the
world because a salesman helps you taking the right decision for yourself. He
is actually your friend in need! He helps you in going through your needs and
wants and then helps you to choose the product or service which will suit your
requirements and budget.</span></div>
</div>
<div class="MsoNormal">
<div style="text-align: justify;">
A salesman job is the most difficult. He has to go out there
and sell the company’s products and /or services and get revenue for his
organisation. Sales the department which actually, physically converts all the
effort of an organisation which has conceived, produced, packaged and marketed
the product.</div>
</div>
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<div style="text-align: justify;">
Hence, the salesperson becomes a very important person in
the entire chain of the organisation.</div>
</div>
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<div style="text-align: justify;">
He has to have a following traits/ qualities in order to
become a successful salesperson.</div>
</div>
<div class="MsoNormal">
<div style="text-align: justify;">
1- <u>Self
Confident</u></div>
</div>
<div class="MsoNormal">
<div style="text-align: justify;">
A sales person must be a confident of himself. This means
that he must know his product/ service thoroughly. He must be knowledgeable of
his competition and the strengths and weaknesses of his own product/ service as
well as his competitors’. He must know his target audience or his customer
profile. If he is not aware of who, his prospective customers are, he will
never be able to sell effectively. For example, If the prospect, he has
approached does not have need for the product/ service or if the product
/service is as per his needs or wants, but he does not have the required
wherewithal (disposable income) to pay, the efforts will be in vain and the
sale will not happen.</div>
</div>
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<div style="text-align: justify;">
2- <u>Empathy</u></div>
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A sales person must always be empathetic towards the
clients’ moods and emotion. He must try to think from the clients’ perspective
and react. </div>
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Suppose during a sales call, a client gets news that some
calamity has occurred in his office or premises, it would be help if the sales
person understands the situation and asks the customer whether it would be
better to stop the discussion there and then if the situation warrants it or
does he want to continue. If the customer says that it will be handled by his
staff (HR/ Admin dept) and that they can continue, only then he should go
further. It will help in strengthening his customer relationship and help him
later to close the deal effectively.</div>
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3- <u>Problem
Solver</u></div>
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Every salesperson must be a solution provider to the
prospective client. He must help the client in visualising how his product or
service will help increase the productivity of his firm by saving, time,
energy, money, manpower or all of them in some form or the other. </div>
</div>
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4- <u>‘Never
say Die!’ Attitude</u></div>
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An effective and successful sales person has a ‘Never say
Die!’ attitude at all times. He is eternally optimistic in nature. </div>
</div>
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He must be able to take a 99 “No’s” and finally get that 100<sup>th</sup>
yes and clinch the deal. Every sales call is different because every prospect
is different and therefore the next call will also be different than the
previous one. Even if the earlier calls have not been converted successfully,
he should say to himself, one more call, and I will close this one. Try and try
until you succeed.</div>
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Try different ways and means, think laterally, and tread the
path which others haven’t tried before. There is always a better way, a
different way to close the deal.</div>
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Be Successful, Be different, Keep Trying! That’s the Mantra!</div>
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<br /></div>
</div>
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</div>
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<div style="text-align: justify;">
If you have any queries or would like to communicate with me then you may write in to me at <a href="mailto:welling1161@gmail.com">welling1161@gmail.com</a>.</div>
</div>
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Visit my website <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a></div>
</div>
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</div>Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0Mumbai, Maharashtra, India19.0759837 72.877655918.835877699999998 72.5617989 19.3160897 73.193512899999988tag:blogger.com,1999:blog-2281864771461492205.post-53937681343642912432012-04-20T06:54:00.000-07:002012-04-20T06:54:44.534-07:00Build Customer Loyalty!<div dir="ltr" style="text-align: left;" trbidi="on">
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In today’s tough times, it is extremely critical for any
business/ Brand to have a loyal customer base, which helps it to secure its
market share.</div>
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So, how do you build and maintain customer loyalty?</div>
<div class="MsoNormal">
Firstly you have to know your own product/service
thoroughly. The customer depends upon you to take the decision on whether she/
he will want to purchase your product/ service. If you give the prospective
customer an impeccable service from the very moment you meet with him, then you
are well on your way to gaining customer loyalty.</div>
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But, remember this is only the beginning. You must maintain
the same quality and level of service right through the entire sales process
which will cement your brand in the mind of the customer. The order, when
placed based on the pre-sales process you had undergone must be followed up
with the execution as per the commitment made when you secured the order. </div>
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The level of service must be maintained consistently during
the execution of the order. Special care must be taken after sales as this is
the crucial time when most business falter and end up undoing all the good work
done earlier.</div>
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The after sales follow-up will finally determine whether you
will have the customer’s loyalty for life or it will be another casualty. <u>Impeccable
after sales service</u> is the corner stone of securing ultimate customer loyalty.
Take utmost care to ensure that all existing customers’ queries, complaints are
attended to immediately and respond to them each and every time they contact
you.</div>
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I would like to add here that you will score highly in the
mind of the customer if you put in place a customer loyalty program, where you
gather all the customers’ details like, birth dates, anniversary dates, etc and
send them a greeting on the occasion without fail. A planned periodic visit to
the customer’s premises will ensure cementing the loyalty as well as the <b><u>TRUST</u></b> factor and also help you
in not only getting repeat business but also get you a good amount of referral
business from this loyal customer base. </div>
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Wishing you a loyal Customer database!</div>
<div class="MsoNormal">
If you have any queries or would like to communicate with me
then you may write in to me at <a href="mailto:welling1161@gmail.com">welling1161@gmail.com</a>.</div>
<div class="MsoNormal">
Visit my website <a href="http://www.prashantwelling.com/">www.prashantwelling.com</a>
</div>
</div>Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0tag:blogger.com,1999:blog-2281864771461492205.post-38053677764313418182012-03-27T00:38:00.000-07:002012-03-27T00:46:51.977-07:00Market Scenario in Indian Retail Automobile Market<div dir="ltr" style="text-align: left;" trbidi="on">
<b><i><u><span style="background-color: white; color: #20124d;">Today's Automobile Market Situation</span></u></i></b><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">At the rate at which the Retail Sector and especially the Automobile sector is growing year after year, it is required to have well trained Sales & Service personnel ready to serve today’s discerning customer. Today’s Customer, who is mainly in the 25 – 55 years age group, presents a huge challenge to the Automobile sector in particular. He/ she, is extremely well informed, socially aware, media savvy, up-to date with the latest trends in the world, in India especially, and upwardly mobile with a huge amount of disposable income. He is ready to spend this money on the best things, Life can offer. If we have to take advantage of this and grab a good percentage of this income then we must be ready for the customer. And, this process begins and ends with excellent and well trained and well groomed, sales personnel that is ready to meet and convert maximum sales for the dealership and the Brand.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">What is required to achieve the above?</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">An excellent and well trained person who has the following attributes which are inevitable and is a pre-requisite in today’s day and age.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">1) Proper Product knowledge</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">2) Competitors’ information</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">3) Excellent Selling Skills</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">4) Proper Selling Etiquette and Attitude</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">5) Aware and well read</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">While Product Knowledge and Competitors’ information is imparted by the Principal the other skills have to be managed by the dealership itself.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">It has been noticed, in general, the sales staff is woefully inadequate in some or all these aspects. </span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">This results in less-than-effective performances and therefore not so encouraging sales performances leading to frustration and finally attrition. Further it is becoming increasingly difficult to hire sales personnel that are trained in all aspects of the sales process.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">Do call me if you want your sales force to be well-oiled and ready to meet the challenges of the 21st Century.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;">Please visit my website www.prashantwelling.com for more details.</span><br />
<span style="background-color: white; color: #20124d; font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif;"><br /></span></div>Anonymoushttp://www.blogger.com/profile/04031976989243742031noreply@blogger.com0