1.A CUSTOMER IS THE MOST IMPORTANT PERSON IN OR OUTSIDE THE PREMISES.
2.YOU MUST KNOW YOUR PRODUCTS OR SERVICES, INSIDE OUT. FOLLOW THE 'FAB' PRINCIPLE. FEATURES, ADVANTAGES AND BENEFITS. YOU MUST ALSO KNOW COMPETITORS PRODUCTS INSIDE OUT. IF A COMPETITOR'S PRODUCT HAS SOME SUPERIOR FEATURE WITH RESULTANT ADVANTAGE AND BENEFIT SAY SO. ADD MONETARY VALUE TO EACH OF YOUR BENEFITS AND MAKE A COMPARATIVE STUDY. TRY TO PROVE THAT YOUR PRODUCT OFFERS MOST VALUE FOR THE MONEY SPENT.
3.YOU MUST DELIVER WHAT YOU HAVE PROMISED. PROMISE MEANS WHAT IS UNDER YOUR CONTROL.
4.YOU MUST KEEP UP YOUR COMMITMENTS. COMMITMENTS ARE MADE ON BEHALF OF THE COMPANY.
5.YOU SHOULD NOT OVER COMMIT AND UNDER DELIVER. ALWAYS UNDER COMMIT BUT OVER DELIVER.
6.DO NOT BLAME OTHERS IN CASE ANYTHING GOES WRONG. YOU MUST TAKE RESPONSIBILITY FOR FAILURES, IF YOU WANT RECOGNITION FOR YOUR SUCCESS.
7.SELLING IS A PROCESS AND BEGINNING OF A RELATIONSHIP.
8.A CUSTOMER WELL SERVICED IS A CUSTOMER FOR LIFE.
9.QUALITY OF YOUR SERVICE IS INEXPENSIVE, YET ITS IMPACT IS PRICELESS.
10.THERE IS NO OPTION TO QUALITY.
11.NEVER OVERSELL. IF THERE ARE LIMITATIONS, SAY SO. A HONEST SALESMAN IS RESPECTED AND HIS ADVICE SOUGHT. TRY TO BECOME AN ADVISER.
12.DO NOT GET DRAGGED INTO INTERNAL WRANGLINGS OF THE CUSTOMER.
13.DO NOT SELL A PRODUCT FOR A WRONG APPLICATION.
14.IF IN DOUBT ABOUT THE PRODUCT'S CAPABILITY, CONSULT THE EXPERTS LIKE THE PRODUCT DESIGNER etc.,
15.DO NOT TRY TO BLUFF YOUR WAY THROUGH. IT IS NOT GAME OF POKER.
16.DOCUMENT YOUR UNDERSTANDING WITH CUSTOMERS CLEARLY. SPECIFY WHAT YOU ARE RESPONSIBLE FOR AND WHAT HE IS RESPONSIBLE FOR. DO NOT LEAVE ANYTHING TO ORAL UNDERSTANDINGS. MAKE MINUTES OF THE MEETING AND GET IT SIGNED.
17.REMEMBER A SALE IS NOT COMPLETE TILL THE PAYMENT IS RECEIVED. MOST SALESMEN ARE FOUND TO BE SHY IN ASKING FOR PAYMENT. IT IS YOUR RIGHT TO ASK FOR IT ON COMPLETION OF A SALE.
18.DO NOT BE DEFENSIVE. DO NOT BE APOLOGETIC. DO NOT PROCRASTINATE. SELLING IS NOT BEGGING OR ASKING FOR A FAVOR.
19.DO NOT EVER TALK ILL ABOUT COMPETITORS OR THEIR PRODUCTS.
20.DO NOT EVER SAY TO A CUSTOMER THAT YOU WILL LOSE YOUR JOB, IF YOU DON'T GET THE ORDER.
21.RESPECT OTHER PEOPLES TIME.
22.TAKE CARE OF YOUR CUSTOMER AND YOU WILL BE TAKEN CARE OF.
23.THERE IS NO SUBSTITUTE FOR HARD WORK, HONESTY, SINCERITY AND INTEGRITY IN ANY PROFESSION AND SALES IS NO EXCEPTION. THERE IS A MISTAKEN NOTION THAT PEOPLE IN SALES HAVE TO BE BLUFFERS AND LIARS. IT IS NOT TRUE.
24.SELLING IS A LONELY PROFESSION. ACQUIRE SOME HOBBIES TO FIGHT LONELINESS.
25.TRY TO MAINTAIN PHYSICAL FITNESS AND AVOID EXCESSIVE DRINKING AND/OR SMOKING. I HAD A SWEDISH BOSS MR. JAN AHLIN WHO USED TO SEE WHETHER WE HAD A BEER BELLY. HE EXPECTED THE SOLES OF OUR SHOES TO BE WORN OUT.
26.BE WELL DRESSED AND GROOMED WHEN ON A SALES CALL.
27.NEVER BE LATE FOR APPOINTMENTS OR MEETINGS.
28.AS A SALESMAN YOU ARE THE AMBASSADOR OF THE COMPANY. HOW YOU BEHAVE WITH THE CUSTOMER WILL REFLECT ON THE COMPANY.
29.WHEN IN FIELD, OBSERVE WHAT SALES PEOPLE FROM OTHER INDUSTRIES ARE DOING AND LEARN FROM THEM.
30.TRY TO ACQUIRE MORE KNOWLEDGE BY READING NEWSPAPERS, MAGAZINES, JOURNALS ETC., THIS WILL MAKE YOU STANDOUT FROM THE CROWD. YOU OUGHT TO BE DIFFERENT FROM THE CROWD TO MAKE AN IMPACT WITH THE CUSTOMER.
Copyright. October 2007. www.madgopes.com . All rights reserved.
Tips for becoming successful in Sales - To learn more about this author, visit Madhavan T Gopalachary's Website.
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Madhavan T Gopalachary
(Visit Madhavan's Website)
Madhavan Gopalachary, nick name "madgopes"
(g pronounced as in go) given by IIT
classmates, is a Mechanical Engineer and
an alumnus of Indian Institute of
Technology, Madras having passed out
specializing in IC Engines &
Thermodynamics.
He has nearly 35 years of experience in
the Corporate World. He started off as a
trainee and handled sales, marketing,
manufacturing, product management, profit
center management, strategic planning and
corporate development including R & D in
various organizations and at various
levels before becoming a CEO. His last two
professional assignments were at CEO level
before embarking to start management
consultancy business on January 01, 1998.
He has worked for British, Swedish MNCs as
well as very large Indian business houses.
He has spent a large portion of his time
from June 1998 till date in East African
Countries practicing as an independent
Management Consultant.
More details can be obtained at the
following web sites:
mmg.name
/mtg.html;
mmgconsu
lting.biz/
Madhavan's articles can be accessed at www.madgopes.com
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