Bijana Pantha, Jobs Dynamics
Jobs Dynamics Pvt. Ltd. conducted a day long 'The Sales Mindset' workshop on 25th March, 2018 to harness the correct mindset required for effective sales within working professionals. This eight-hour workshop concluded with the following top 'Sales Mantra':
1. General salesperson tend to have an average mindset. Usually, the tasks begins with the question "can it be possibly done?" instead of "how to make it done?". This average mindset is what limits them. Coming out of this mindset and breaking these mental barriers is essential to transform into a great salesperson.
2. Sales is mostly about rejection and objections. It is important to remember the famous Henry Ford quote that reads, "When everything seems to be going against you, remember that the airplane takes off against the wind, not with it". These challenges usually harness the quality of the salesperson.
3. A great salesperson should be able to listen to as well as understand their customers. They should also be able to explain themselves and make them understand to others. In a well-constructed sales pitch, listening to customers' precise needs is more important. A great salesperson listens with the intention to understand than to sell forcefully.
4. "So often, we focus on selling so much that we forget the buying process". Therefore, it is critical for sales professionals to identify the prospects and also their persona – their personal and professional information, demographics, goals and interests, and their common objections and fears.
5. Great brands focus on users and not buyers. A great salesperson should be able to clearly demarcate the actual user of the product or service, the buyer – or the decision maker – for that product/service, and also identify the influencing minds behind the decision maker.
6. A right amount of assertiveness is required to help the sales professional get along with negotiation in sales process. Proper and timely documentation along with knowledge of product value addition is another skill required for sales professional in the negotiation process.
7. Overvaluation of product, Price focus, and Ethics compromise are the usual pitfalls in negotiation. Potential remedies to avoid these pitfalls could be appraisal from third party, adding value to the deal, and contingency agreement for each of the pitfall, respectively.
8. Common mistakes sales professionals make during negotiation are lack of preparation, impatience, losing temper, and not meticulously understanding of body language of both the negotiating parties.
9. When the negotiation process is about to commence, great sales professionals practice the habit of influencing and avoiding arguing, and listening to the other party more than talking.
10. The 4Ps of marketing are well known. However, great salespersons practice the 4Ps of sales as well. This includes making a strong 'P'romise in delivering right value for money during the sales process. The second one is to paint an emotional 'P'icture, as most of our sales are based on the buyers' emotion and passion. Adding to it, 'P'roof is also required. A great salesperson shows the product and service rather than just talk about it. Finally, the 'P'itch constitutes of all the aforementioned three 'P's stitched together to make a strong and impactful statement.
11. The composition of a great sales pitch consists of three important dimensions – ethos (credibility), pathos (passion and emotion), and logos (logic and facts). Buyers tend to buy with emotions and then justify with logic. All these three dimensions are equally important in sales as well as advertising.
12. Story telling in sales helps the salesperson pitch their ideas better. A well-crafted story always grabs the clients' mind than a plain regular 'feature and benefit' presentation. The usual flow of such well-crafted story begins with the antagonist (which could be unfavorable situation, or the competitors' products), and then the protagonist coming to the rescue with various ways out before helping people make correct decision.
13. A great salesperson understands that the sales work is always target-based. They are the bread-winners of the organization. And no matter how much a salesperson achieves this year, it is always going to start from zero the next year. A great sales person does not keep lurking on previous glory, but focuses on maintaining the consistency of achievements.
14. The tricks in order to persuade and exert influence over others could be: reciprocity (give and take), scarcity (people want more of things that are less of), authority (people will follow knowledgeable and credible experts), likeability (people will say yes to people they like), and consensus (people look at others actions to determine their own).
15. Most of the times, the most profitable customers are the ones who are most unreasonable and annoying. These types of customers would have unreasonable demands and could be detail oriented as well. A great salesperson should understand this fact, and make the most out of this profitable customers.
16. A great sales professional focuses on earning relationship and trust than to attempt to reach targets. Becoming a sales consultant than a sales person would mean that the sales professional has earned the customer. The customer buys the person, not the product or service.
17. Sales is a challenging and daunting, yet rewarding job. To overcome many hurdle in sales, a great sales professional should focus on challenging themselves, and improving day by day. This starts from the morning, by winning over their own sleep. To continue with this personal improvement, the supervisor also plays a crucial role – with both negative and positive feedback. The negative feedback challenges the salesperson for a short term to achieve his/her goals, but a positive reinforcement is required to sustain the improving attitude.
18. Most of the average sales professionals close the sales deal, and think their job is done. Few would go beyond and take part in post-sales services too. But what differentiates them from great sales professionals is that the latter ones continue to focus on needs of customers even after the closure of a sales deal. This can help in opening further avenues of referral prospects.
19. A great sales professional puts themselves in other peoples' shoes. This understanding of other people requires the sales professional to be empathetic, and have a comparatively higher degree of emotional intelligence (EI). To harness the emotional intelligence, great sales professionals continually practices the following steps: take active decision to see something from other person's point of view, become self-conscious, and look for a common ground.
20. A common misconception that the extroverts make best sales people still exists. Sales is more about active listening rather than just talking and forcing a sale. This has been proved by researches that introverts have comparatively higher capability of practicing active listening and can make the best sales force in an organization.
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