Ian
Without quality there is no loyalty. Without sales there is no
business. Every company has its own business mantra. But one that is
most elementary that all companies stand by is the origami of sales.
Every business and service is created, upgraded and maintained for the purposes of selling.
The
concept of selling is as old as the planet we live in. As kids we have
sold our concepts of lies to our parents to get what we wanted. As
adults we add a lot of spice to a thing and make our living.
Since
the art of living is bound by goals, how do we go about crafting these
goals to achieve that success we have been dreaming about since almost
forever?
Cold or Hot: Determine if the leads you have are
cold leads or if they already know about you and your business. If the
larger number of leads you have are cold, then it is time you started
warming up those leads. In this tech-savvy era, it takes just beyond a
few calls, messages and mails to make the customer be open to giving you
an ear to pitch your proposition to. If you are not new to the new
range of what you in have in hand to sell, assess and see how many of
such cold leads you were able to convert in the previous years.
Depending on that, set a reasonable percentage for the new quarter.
Incubate:
Eggs don’t hatch the moment the hen sits on them. Once you have warmed
the once-cold leads, it is time for you to incubate them until they
sign on the dotted line.
Vitality of your offering: A
product or service doesn’t have to be unique. But it has to have that
distinctiveness. The whole fate of your product/service depends on how
and where it stands out. If you are able to figure that out with
scientific data and communicate the idea in an engaging and creative
manner, you are already halfway there.
Competition: As a
good salesman, it is very important for you to know who your competition
is and how they are faring. Don’t be afraid to use your competition’s
flaws in the best way you can to show the competitive edge. But don’t be
blowing your trumpets too loud and long, for it will make you look
unprofessional and show you in bad light.
Persist: A river
cuts through rock not because of its power, but because of its
persistence. It also cuts through because of its fluidity. Never give
up. If one method is not working use another mode. One way or another
that sale is yours.
Believe and Become: Believing is
everything. First you have to believe that that the sale is yours and
then it shall be yours. Seek and you shall receive.
The body
language of selling is tricky. Most of the times it is about observing. A
detailed realisation of current position, resources, requirement and
the never-give-up attitude will help you in both drafting a successful
sales expectation and more importantly – fulfilling it.
