Its debatable whether men are good listeners compared to women, but one thing i have often heard is that sales people are NOT good listeners. All the training programs teach them to be good listeners but they want to hear themselves talk all the time!
A common perception is - If they dont talk, they are not selling!
Ofcourse the above observation does not apply to all sales people, definitely not the successful ones.
This post is not about making sales people, good listeners. But listening helps you get the customers to BUY all the time, even if you have not made the sale yet!
Every now and then in the sales process, make the customer BUY something!
BUY your time ( Invest more of their time and get ENGAGED in disussions)
BUY your opinion ( Agree on your ideas)
BUY into your sales process ( Agree on next meeting/next step)
If you dont stop ,listen and get them to BUY something from the above, you are not getting their commitment further into the sales process. You may wait till the end and ask if what you offer is what they want, they say NO, and both of you have wasted a lot of time,money,resources.
If they are not BUYING before the sale, may be they are not going to BUY at all!
Wednesday, May 20, 2009
Saturday, May 9, 2009
Losses from a more 'Perfect' decision
Is there a PERFECT DECISION? Is it worth it?
Like Colin Powell said, 60% information is good enough in most cases for a decision.
You wait for 10% more information,it may make the decision 10% more perfect, BUT it may be too late and the cost of delay may be much more .
Posted from moBlog – mobile blogging tool for Windows Mobile
Like Colin Powell said, 60% information is good enough in most cases for a decision.
You wait for 10% more information,it may make the decision 10% more perfect, BUT it may be too late and the cost of delay may be much more .
Posted from moBlog – mobile blogging tool for Windows Mobile
Friday, May 8, 2009
Creation and Maintenance
With 'twittered' work/life, everyone is too busy chasing today's goals , texting,tweeting,short mails,short telecons....
As we do this, the tectonic plates are shifting right under our feet. Web is taking over traditional marketing, Competition is not just global, but growing exponentially, deals are happening/breaking for reasons never comprehended earlier.
While managing all this is not easy, my suggestion to you is not to forget the importance of creation while running on 'maintenance'.
Let me explain.
What we do for today is maintenance.
What we do for tomorrow is creation.
In life/work, both have their importance. More so in the current context, when you take lessons on communicating in 140 characters or less.
If you dont spend atleast SOME of your time/energy/resources on creation, what you are doing for maintenance today may not exist tomorrow.
Maintain AND Create.
As we do this, the tectonic plates are shifting right under our feet. Web is taking over traditional marketing, Competition is not just global, but growing exponentially, deals are happening/breaking for reasons never comprehended earlier.
While managing all this is not easy, my suggestion to you is not to forget the importance of creation while running on 'maintenance'.
Let me explain.
What we do for today is maintenance.
What we do for tomorrow is creation.
In life/work, both have their importance. More so in the current context, when you take lessons on communicating in 140 characters or less.
If you dont spend atleast SOME of your time/energy/resources on creation, what you are doing for maintenance today may not exist tomorrow.
Maintain AND Create.
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