Art of Selection in Sales

Imagine if you are at shopping mall, do you buy all the products which are available, the answer is NO. We generally buy what is required.

It is visible that most of the Sales Professionals (SP) bid or participate in all the available opportunities which eventually creates a negative impression.

·??????What message we communicate to our prospect.

·??????How Prospect perceive our organization

·??????Does prospect able to differentiate our expertise ?

In short, we make our prospect “Confused”.

Confused Mind Don’t Buy: Deepak Bajaj

Today world need Specialization, implies more complex problem you solve, prospect is happy to pay premium and develop long term relationship.

Propose steps as follows:

A) Internal:

·??????Focus on your organization’s expert strengths (USP)

·??????Spread right message in your respective industry

·??????Select the opportunities based on USP and disqualify others

B) External:

·????????Analyze the prospect problem from various angles, explore why it can’t be solved with prospect’s existing ecosystem

·??????What disruption we proposed through innovation, methodology, or automation.

·??????How these dots are connected which can enhance prospect’s customer experience and uplift their ranking in the industry

Note:

By default, we all are Sellers but only few become Valuable.

Path is to become Expert of your domain, select the right battle and committed to contribute in prospect success.

“Its duty of every sales professional to make their prospect successful.” (Deepak Bajaj)

Mission 1K: Transforming 1000 Technology Sales professionals to become Value Seller. #deepakbajaj #valueselling