Author: Mukesh Gupta

Ideas

Best sales and Business books in 2010

I read a post by Erica Stritch on the best sales and business books for 2010 and was impressed by the books that made it to her list. Among other books, she also mentions the following books, which I have personally found both interesting and inspiring for a sales person:  SNAP Selling – Jill Konrath The Little big things – Tom Peters Linchpin – Seth Godin Mojo – Marshall Goldsmith Drive – Daniel Pink Do you know of any other book which is interesting and in the same league as the one’s I found interesting? 

Entrepreneurship, Sales

Goals setting – 2011

It is the time of the year when we sit back, relax, take stock of the year gone-by and plan for the year ahead. I read a blog by Kelley Robertson on goal setting and really loved it. You can read the blog @ http://www.fearless-selling.ca/blog/stretch-yourself/. Kelly talks about setting 2 goals: One that you think you have about 85% chance to achieve One that is way beyond the above goal and what you really want – Your stretch goal This is what my first boss also taught me. The only difference was that he also asked me to also decide […]

Entrepreneurship

What did you ship in 2010?

Inspired by Seth Godin’s blog #YearInReview What did you ship in 2010?, I decided to do a little retrospection and list down all that I “shipped” in 2010. The list that I could come up with is the following: Achieved all the goals set for the year at work Started blogging in 2010 and I have 38 new blog posts this year Helped 3 start-ups decide their business model Somehow, I get the feeling that this is just a small peck of what I shipped in 2010 and that there were much more that I did but could not remember. […]

Sales

Overcoming the 5 basic obstacles in every sales transaction

As Zig Ziglar said, every sale has 5 basic obstacles that need to be overcome: No need No desire No hurry No money No trust I consider the most important of all the objections is the trust. Everything else will fail if there is no trust established between the sales person and the buyer. One of the best ways to build trust is to listen to the prospect; understand his business, challenges and competition. Show them that you understand their world. Be honest about what your product/service can or cannot do for them. If required, even introduce someone who can […]