Tag: selling

Customer Engagement

What can Sales Teams Learn from Performing Arts?

Selling has a lot in common with performing arts than visible at first glance. One of the most important goal of a performing artist is to take their audience on a journey with them, the more immersive the experience, the more successful is the performance. The same is with selling. The goal of a sales executive should also be to take the customer on a journey with them. The more immersive this experience, the more successful will be the sales executive. Some lessons that sales executives can learn from performing artists who are very successful are: Weave a story: There is […]

Sales

66 Things You Should Know About Your Customer & some more

I just came across the article “66 Things You Should Know About Your Customer” in the Inc.com website written by Harvey Mackay. He talks about the importance of knowing your customer in selling to them. He also stresses the fact that, even though you may be selling to a business or an organization, the real buyer is still an individual and it is important to know about the individual as much as you know about his company, if not more. He also has developed Mackay 66, a 66-question customer profile that includes absolutely no information about the envelopes a company […]

Ideas

Belief

This is the single most important emotion for a salesperson to transform himself from an average sales person to an amazing sales person. – Belief in himself– Belief that his product or service is beneficial to his customerAll other skills that a sales person needs can be acquired by attending trainings. You can not teach someone to believe. Belief comes from within. It brings along so much energy, passion and enthusiasm along. All these in combination add up to a lot.

Sales

To sell more, stop selling

This may sound counter-intuitive but if you want to improve your sales, you need to stop selling and start to solve problems – known and un-known. The following process has really worked well for me: Listen to your prospect or customers. Ask them some probing questions around what is troubling them now or could trouble them in the near future Listen to what they tell you. In my experience, customers usually start by telling you that everything is great and there is nothing troubling them. Once this is finisher and still you do not interrupt them, then they will come […]