Key to Selling

First one needs to understand, “What is selling?” and “What are you selling?”. There is a big difference in both these statements. If you go around asking sales professionals across different geographies and industries, chances are you will get a bunch of interesting answers.

Throughout my career in sales, spanning 18 years, I have followed 5 simple thumb rules that have made me successful. I continue to use these at SVIPJA while deploying Sales strategies and framework for my clients.

(1) Build Relationships: People do business with People. Your reputation and behaviour is key. If the customer likes, respects and trusts you, then you are home. Chances are that customer is yours' for life.

(2) Listen More & Talk Less: Listening is key. It makes you understanding customer's pain area/ challenges and identify opportunities. Based on what you have heard, you modify your pitch.

(3) Be the Solution Provider: It's ONLY about solving the customers' problem. It's NOT about your product and/or service. You must always put yourself in the customer's shoes and then have all sales related conversation from their perspective and not vice-versa.

(4) What are you bringing to the table: It is important to understand that 'Price' and 'Value' go hand in-hand. While pitching, you should have answers to;

a. Why should the customer take your product and/or service?

b. What is Your USP?

c. Why is your product and/or service better than your competition?

(5) Always ask for an order: Don’t beat around the bush. Unless you close it, there is NO sale.

Sales is more of an Art, than Science. Guiding techniques remain the same, they need to be tweaked based on the industry and product/ service offerings.