When it comes to selling skills, we already have some sort of selling skills as a God’s Gift. Some have better than the other, some learns to enhance their skills through the knowledge and experience they have and some get better by learning from experts or their colleagues.
All our fingers are not the same, so not all the salespersons are the same, everybody has their own sets of skills. As every individual is a different person with different set of skills, here are some basic selling skills which every salesperson should know.
1. Communication Skill
Communication skills are the core of selling skills, without this you cannot even start a conversation. You might think communication skills are self-evident, but you need to develop them with time. You just cannot rely on the scripts and communicate with customers effectively, every customer is a different person all together.
2. Active Listening Skills
Now that you are in communication, it is not good to speak for hours and hours. It’s time to listen to the customer. The most important part of effective communication is active listening, this means allowing customers to express their needs, concerns and thoughts to you and then you take steps to address those concerns in your own way. When you listen properly, you can tailor your pitch in a way that will definitely appeal the customer. Listening will also build the trust and thus helps you in closing sales. Continue reading
Sales managers can make or break the sales team. The mistakes made by sales force can have effects on company’s bottom line, whereas mistakes made by sales managers will cause problems for their entire sales team.
There are many mistakes sales managers can make, here are some of the worst of them:
Using monthly meetings ineffectively
Your monthly meetings with sales team should be focused on strategies, not on useless recaps of performance numbers. Your sales team already knows; what their target was and where did they fail. Reminding again and again is not a good idea. Instead focus on the areas of improvement, goals and actual plan of attack.
“It does not make sense to hire smart people and then have them follow stupid rules”. – Oleg Vishnepolsky
We all make mistakes. Mistakes are what makes us Humans. We all do it, admit it.
“Mistakes are always forgivable, if one has the courage to admit it”. – Bruce Lee
But there are very few people who learn from their mistakes. Learning from mistakes can lead to higher productivity as a individual and as a team.
Mistakes can be healthy as they can be good indicators of hidden problems, hence leads to applying a solution and that results in higher productivity.
“A person who never made a mistake never tried anything new”. – Albert Einstein
You will always find the GOOD, the BAD, the UGLY managers in your career. I have suffered the bad and the ugly; and because of the good I am adjusting with the bad and the ugly.
The bad and the ugly can result in lot of emotional pain and decrease self-esteem, this can also result in leaving the company. I too decided the same but because of the good I am still here, never know when I will quit. I hope I can be assertive enough to hold-on.
Every author or experienced sales person has his/her way of explaining, elaborating sales. I am a Business Graduate, not that an excellent writer. But I will try my level best at explaining “Core Elements Of Sales”.
Let us start by understanding the word ELEMENT
ELEMENT can be defined as an essential part or characteristics or component or ingredients of something.
Don’t get confused with “Principles Of Sales” those are completely different. I have already written an article on it [LINK] you can click and read about it.
Basically there are 4 Elements of sales
- Know your buyer
- Understand the deal
- Effective presentation
- Closing the deal
Sales has many differences. Whether it’s selling different products to different industries that have different types of customers and different types of processes. There are often a lot of variables that change in each sales role out there. It can be hard comparing someone selling used cars for example to someone selling property, or comparing someone selling insurance to someone selling corporate software.
That being said, there are principles of sales that don’t change.Principles that remain the same as the process of selling something to someone. Understanding those basic principles can then help you master to core of selling and develop skills that can be used to sell anything to anyone.
Here I’m going to break down the 5 basic principles of selling:
There are many reason which can result in the fall of a company. I work for a mobile company and the best example I can give is of Nokia; the fall of Nokia was “APP STORE”. Coming back to the topic, let’s begin.
Two in five CEOs fail within their first 18 months of leading an organisation, according to a study published in Harvard Business Review. One-third of chief executives from Fortune 500 companies don’t make it past three years.
Achieving goals requires your teams’ support and commitment. If your team is not on board, this means you don’t have the leadership quality.
Here are four of the most important points that can cast you in a negative light and turn off your employees:
1. The MARIONETTE Trap
The challenge for any leader is working within the pre-defined parameters, yet being able to apply his own talents to achieve the results. Many leaders in hope of securing their position and privileges get themselves trapped into this. They just follow the orders and never stand up for their team not question the policies. The sad part is your employees are listening and seeing everything and are murmuring behind your back. If you need to be continuously directed, you are indeed a puppet.
I know of many boards who only hire managers that they can control. If your only concern is to impress the top management you’ll be surely losing your employees. There must be a balance. In the end no one will take you seriously, neither the board nor the employees you have ignored.
“Clients do not come first. Employees come first. If you take care of your employees, they will take care of the clients.” – Richard Branson
2. The KING-KONG Trap: Continue reading