In this post, I share insights from a session that I delivered to a product development team about the fundamental concepts in sales and selling.
If you are new to selling or want to take up selling as a career, this is a good place to start.
#Sales
#Sales101
#fundamentals
#1000Entrepreneurs
#Influence
We have earlier discussed the first 3 steps in the SIMPLE framework for selling – Surprise, Inspire & Motivate. If done well, this will bring your customer/prospect to a situation where they identify with a vision that you have painted for them and are motivated enough to take action to move towards the vision. Once the customer is motivated to do something about the challenge that you have helped surface, you need to then position yourself or your product/service, such, that the customer feels confident that you will be able to help him resolve the challenge. This is the 4th […]
Podcast: Play in new window | Download
In this episode, we host Paul Castain, who is the Vice President of Rock Star Development for Castain Training Systems, where he works with organizations and individuals who want to sell more and sell better. He is also the founder of the LinkedIn group “Sales Playbook”, a group with more than 40000 members and one that is totally spam free. In this conversation, we talk about a lot of important topics for the sales executive and sales leaders: We talk about how taking action (starting Sales Playbook group on LinkedIn) has been one of the most important decisions that he […]
At the start of the year, I had decided that the theme for me this year was “Transformation“, specifically in 5 different spheres of my life. One of it was to transform my relationship with my son and wife – To spend more time with them with complete attention to them. In a step to achieve that, I tried to reach home earlier than normal yesterday. I reached home and started spending sometime with my 9 year old son. He has exams starting today at school and I was trying to teach him his Maths. In the middle, my phone […]
In the past couple of months, I have had the opportunity to interact with sales leaders in India, China, Singapore and Australia. One thing that everyone agrees is that selling, and more importantly, B2B selling is getting more and more challenging. Buyers are getting more and more intelligent as they are able to do all the research even before inviting any sales teams in for discussion. This also means that most of the interaction tend to lean towards order fulfilment or what I call “Selling to Specs”. This is a zero sum game with no clear winners at all. The […]
