Sales - Oxygen of Business

Good Evening everyone

What a day it has been, Started the day by having breakfast in Karol Bagh and then off to Consulting work in Ghaziabad and ending the day with lovely dinner at Khan Chacha at a Food court near Delhi Airport and from there to journey down south.

I am writing this Article while I am on my way to conduct a workshop on Value based selling. One of the most important steps upon which the whole sales process depends if our ability to identify the needs of prospect. Without this step going correctly it’s difficult to move forward.

Every Customer has the following choices with every sales offer they receive.

·      He can accept our offer

·      He can accept someone else’s offer

·      He refuse to buy at this time

One of the key competencies of professional sales people is the ability to analyse customer needs. Most important difference while doing needs analysis is the difference between what your product “is” and what your product “does”. Remember the prospect does not care what your product is. He only cares about what your product or service will do for him.

We buy life insurance for peace of mind.

Whatever you are selling if you are talking to someone who is in charge of administration, he is interested in cutting costs. If you are talking to someone in Sales, she is interested in increasing sales or the resulting income. If you are speaking to the owner of the company, he wants to improve the bottom line.

Remember we must always talk about your product or service in terms of what the customer wants, not in terms of what we are selling.